The First Rule of Business – Be Responsive
Top sportspeople when they are not playing at their best, know the key to get back on form is to revisit the basics. Golfers use a coach to check their swing, tennis players their shots. Mastery of the fundamentals is where excellence begins.
The same applies to sales and leadership. When in doubt revisit the basics. The foundation skill we want to highlight here, which always seems to separate the great from the merely good, is: be responsive. Get back to people quickly. It sounds simple but few do it consistently. Modern business has a need for speed.
As an example, we recently approached a number of legal firms regarding their property services. Those who responded rapidly set themselves above the others. Way above. Such behaviour builds trust. As a client it makes you want to hire them. You sense they are reliable and good at what they do.
Every potential client will appreciate you more when you are responsive.
If someone leaves you a voicemail or WhatsApp or email message get back to them with amazing speed. Some sellers say, “I don’t do that because it shows I’m a bit too keen”. But that’s the idea. Be different. Be responsive.
Energy as a differentiator
On the same theme, how you say things is often more important than what you say. Communication and energy cannot be separated. Communication is an inside-out process. When you attend one of our training courses, in front of you is a tent card. Your name is on the side facing the trainer and facing you is the phrase, ‘Nothing great was ever achieved without enthusiasm.’
People enjoy doing business with energetic, responsive people. We are not talking about an over-the-top exuberance, but the enthusiasm that comes from a belief and conviction in the value of what you do. That enthusiasm is one of the highest-paid qualities out there.
Leadership lesson
Andrew Carnegie at the time of the Industrial Revolution was one of the world’s wealthiest men, the Elon Musk of his era. He once gave one of his staff a million-dollar annual bonus, a staggering amount for the time. When a reporter asked him why, Carnegie replied, ‘Because he has the ability to excite people. I’ll pay more for that trait than for any other.’ What a terrific insight into the heart of leadership.
It is exasperating when organisations spend so much on marketing and then throw it away by not hiring good people and training them how to optimise the interest generated. Maybe they think such things a waste of money. Low-energy people communicate a weak attitude. If they are uninspired by their products and services, why should the customer be otherwise?
Applies throughout your business
When you are selling, people will agree to buy based more on your conviction, energy and responsiveness than on your excellent product knowledge.
When you are leading, people want to be part of an energising culture. No one in your team will be more excited about the business than you. As always, you lead first by example.
Energy reflects a passion, an enjoyment for what you do. People feel confident recommending you to others. ‘Energy sells’ – write that on a card together with ‘Be responsive’ and tape it where you’ll see it several times a day. Your career will go from strength to strength.
Learn more about LDL sales and management courses.
