We’ve all heard of a ‘go getter’, someone the dictionary describes as “an aggressively enterprising person”. While the word aggressive isn’t always met with open arms, we wouldn’t be terribly put off if someone used that phrase to describe us. After all, in the words of Jay-Z, “I’m a hustler baby.”
“Go getter” sounds pretty boss right. Know what’s even more boss, a go-GIVER.
What’s go-giver you ask?
Co hosts Rachel Pitts and Gina Trimarco were desperate to find out and who better to school them in go-giving than the OG (original giver) but Bob Burg himself. Bob has spent over 30 years helping companies, sales leaders and their teams “to more effectively communicate their value, sell at higher prices with less resistance, and grow their businesses based on his two books “Endless Referrals” and “The Go-Giver”.
A go-giver is someone who “constantly and consistently [provides] immense value to others [and who understands] that doing so is not only a very pleasant way of conducting business, it’s the most financially profitable way as well.”
Can you imagine? Sales being pleasant?
We swear, we aren’t blowing smoke. It goes along the lines of what Gina describes as the number rule of improv, “make other people look good.” This can be adapted another way for the purpose of sales, make other people FEEL good. Or as Bob so eloquently puts it “people want to do business with people who they know are more likely to care about them.”
But the economy is crashing!
My industry is all but shutdown!
GAHHH, I HAVE TO WEAR A MASK!
We hear you but as we’ve discussed before on this podcast, repeatedly, on multiple episodes actually, is that you can sell during a pandemic. You can sell during murder hornets. You can sell during whatever dumpster fire 2020 is about to dish out next. So long as you understand that “the focus on providing value to another human being comes first. The money you receive is simply a natural result of the value you’ve provided.”
You also have to know that your payoff may not be immediate. Look, people have a lot on their plates right now and spending money while trying to navigate mask mandates and whether or not they will have companies to run when this is all said and done might not be at the top of their list. But there’s an opportunity to still bring value to your prospects and clients. It’s going to require some creative ingenuity however. Bob told a story detailing a female sales executive he knew who saw one of her clients struggling to get work done with her young daughter at home. She offered to read books to the girl dressed as Elsa from Frozen and soon she was doing it for not only her client list but friends of clients. Who do you think those clients are going to call when the actually need to buy something? Definitely not the salescat who went radio silent on them when the sh!t hit the fan.
Oddly enough, what Bob is preaching isn’t new. Think about it.
You reap what you sow.
What goes around comes around.
Do unto others…
So in short, “there should always be two profits, the buyer profits and the seller profits because each of them come away much better off afterwards than they were beforehand.”