Have you ever heard that, "it's the number of small things you do that together in synergy make the one big thing that makes a difference in the outcome?" I coached public school sports and our coaching staff decided to use that as our motivational phrase of the year one year, and it was a great success. It is the same no matter what result you are working for. Well, since it is the small things that all add up together that make the big difference, I try to come up with or think about one new thing to try on a regular basis. There is an old business read that made it's way across the eyes of thousands, "consequently millions" (said like Dr. Evil for a little humor touch), and it was called the E Myth. I take down notes and record special thoughts and phrases through my reading through the year, and this one recently stood out. Mr. Michael Gerber wrote, "The next time you want somebody to do something for you, touch him softly on the arm and you ask him to do it. You will be amazed to find that more people will respond positively when you touch them than when you don't." Say why? Its your job, its your responsibility to say "why" if you are the entrepreneur you need to be to succeed in this business that needs caring consultants. It's a risk that you take when you touch someone you really don't know, and like any other reward worth receiving in life, there has to be a risk in something if the gain has any value. Remember, "they aren't a friend if losing them isn't a risk?" Some people don't like to be touched, but even they won't admit, that, done in the right moment, at that right time, THEY LIKE TO BE TOUCHED, and they want to be touched.
It's like the adage, "children want to be disciplined". People think that they don't want someone to break that privacy space between someone and a stranger, so set yourself apart and break that privacy so you aren't a stranger any longer and you'll get the result you are looking for when you need your client to trust you when you need to deliver the to swallow advice. Our clients WANT to be lead. It's our job to touch them on the shoulder, and say, "I understand that you paid $150,000, or $500,000 for your house only two years ago (hears your touch to show empathy and compassion), but I'm your experienced consultant and here's my research to show you it's really only worth....". That touch lets them know you are right there with them, and you didn't have to be separated from them like the super salesman at the car dealer who's sitting in the other room having their messengers run back in forth with high ball offers because he can't sit right in front of them and touch them on the arm and say, "this is my best offer". Don't sit across the table from them, or have your messenger share the bad news, because your messenger won't touch them the way you can. Get close to your clients and make their transaction a heart felt transaction where they feel touched.
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