As soon as I finished reading “The Go-Giver: A Little Story About a Powerful Business Idea” I picked up the next book in my [growing] pile of books to read…”The Referral of a Lifetime: The Networking System That Produces Bottom-Line Results…Every Day!” by Tim Templeton. Another fast-read that offers profound wisdom focused on the importance of ALWAYS putting the relationship first, both at work and at home. The book itself is based around a fictional character by the name of ’David Highground’ and his Principles of Business, which you will find listed below. Additionally, you will find key concepts that I pulled from the book to share with you.
HIGHGROUND’S [foundational] PRINCIPLES OF BUSINESS
PRINCIPLE 1: The 250 by 250 Rule. It’s not only who you know that counts, it’s who your clients know that is important.
PRINCIPLE 2: Build a database and ABC it.
PRINCIPLE 3: Just Let Me Know. Educate your clients about you work and your value to them through regular, tangible actions performed without fail.
PRINCIPLE 4: Keep in touch, consistently, personally and systematically.
THREE MAGIC QUESTIONS FOR NEW CONTACTS
These simple questions will help engage you immediately with new people you meet:
1. What is it you do?
2. What do you like most about that?
3. If you could start over, knowing what you now know, what would your day look like?
Bonus follow-up statement to use whenever you choose:
4. Tell me more!
THE FOUR BUSINESS PERSONALITY WINDOWS
The four personality types are expressed in two words. The first word, on the left of the hyphen, represents how people see you and who you are naturally. The word on the right of the hyphen represents your natural tendency in business relationships.
Relational-Relational
Relational-Business
Business-Relational
Business-Business
Relational-Relational
The relational-relational person is one who only thinks of relationships with others-how to keep them and how to be liked or even loved. These people rarely think of the business ramifications of their actions, or if they do, they will justify them immediately in some relational way. So the second word has to be “relational”, too.
Relational-Business
When meeting people, the relational-business person is truly interested in the relationship, but when the talk turns to business, this person will begin to think strategically.
Business-Relational
The business-relational person doesn’t seem at first glance as interested in a relationship as much as in pure business, but the person will develop deep relationships after the business is established.
Business-Business
This trait is simply the opposite relational-relational. Business-business people normally have a hard time with relational principles and the concepts of this system until they justify in some purely business way the time spent with those they’ve affected-which they always do.
What personality type best describes you?
A book that must be added to your collection. Enjoy!
