In this post we learn a very important and powerful lesson from Certified Go-Giver Coach and Altum V Director, Pete Evans. He shares with us a terrific example of both value and authenticity. The big takeaway? When a focus on providing value to others is a major part of your true authentic core…you will naturally create value in such a way that it will be recognized, it will be acknowledged, and it will be rewarded!
Enjoy Pete’s wisdom! – Bob Burg
I have posted before about the importance of continually using “The Law of Value” from The Go-Giver, by Bob Burg and John David Mann, as part of your approach to acquiring new clients. The Law of Value states that you should provide more in value than you take in payment. As Bob Burg rightly points out, this can seem counter-intuitive.
Last week, a new prospect asked me, “So when do you start adding value in the sales process and when can you stop adding value?” My response was that you should always be seeking to add value to other people and their businesses. I then shared with my prospect a powerful story about something that had happened in my business to demonstrate this.
Earlier this year, I was invited to meet with the partners of a law firm to discuss how I could help them shape their future sales and business development strategy. I was in competition for this piece of work with another sales coaching business. After two meetings and numerous telephone conversations, I received an email from one of the partners advising me that on this occasion, they had decided to work with the other company. They thanked me for my effort and did ask me to keep in touch.
In these situations, it is easy to become defensive and blame the prospect. This would be a normal response and one I would have chosen in the past. What would happen if we chose a different response? I decided to email the partner from the law firm and complimented him on their decision and was sure that the other business they had chosen would add massive value to their sales process. I also shared an article with the partner which I thought would add value to him and his fellow partners.
What happened next demonstrates that we are constantly on show and that we should always be adding value. Within 24 hours, I received an email from the partner stating that they had changed their minds and that they wished to proceed with my company. The reasons for the change of mind were:
- Despite calling the other company twice to inform them that they had won the business, they were still waiting to hear back from them.
- The partners had been really impressed with my response to their original email. What particularly resonated with them was my continued professional approach and the fact that I wanted to continue adding value despite having lost the business.
So remember, you should always be adding value as it can help you retrieve situations which you may have thought were lost.