Giving thanks - and your revenue
For obvious reasons, I was thinking about "thanks" this week. And, because I never stop thinking about revenue, the two subjects came together. There's a saying, "To him who has, more will be given." I think that saying is often misinterpreted, because of the unstated truth underlying the statement.
The only way you can truly "have" something is to be satisfied with it and appreciative of it. If you are thankful for what you have, you will take good care of it. You will cherish it. You will look for ways to add other similar things to your life. This is how that "to him who has, more will be given" promise comes true.
How does this apply to revenue? In just about every way.
1) Thanking your employees. Want your employees to give you their best, to go the extra mile, to pay special attention to their work, to love their jobs? Thank them. I have placed, managed, and interviewed many people over the years. The ONLY difference between job satisfaction and job discouragement is how often and sincerely the boss recognized their contribution. People don't work for money, they work to "make a difference." Yes, they have to make money, and yes, money is important. But it's not what drives them to give that extra bit of effort every day. It's how much their hard work is appreciated and recognized. If the boss tells them about the difference their work has made, they work harder. If you make an extra effort to find ways to thank your employees, they will find ways to take better care of your company and your customers.
2) Thanking your vendors. There are clients that a vendor will go out of his way for. Then there are the clients who never get any special treatment. What's the difference? The "good" client recognizes a job well done. When it's time to ask for a special favor - meeting a tough deadline, for example - the appreciative client's request is met. The jerk-your-chain client will find that the same vendor drags his feet and barely meets the most basic requirements. Thank your vendors, and they will work harder for you.
3) Thanking your customers. I have a vendor who specializes in communications systems for boats. He just sent an email out yesterday to all his clients, thanking them for their business. Just a simple email. What effect did it have on me, one of his clients? First, it reminded me of his services, making it easier for me to think of him next time I need help. Second, it reminded me that I was one of many clients, and that he's a successful vendor. Third, it made me think well of him. "Thank you" is always a nice thing to hear, even in a commercial relationship.
When was the last time you thanked your customers for their business? I can't tell you how many times I have interviewed customers for my clients, and they said, "Well, the salesperson was all over us when he was selling to us. But once we signed up, he disappeared."
Yes, salespeople feel they must move on to make the next sale. But it's not the smartest thing to do. The smart salespeople work on the new customers, but they also put their current customers in a tickler file, and they call them - first fairly frequently, then less often - to ask them how they are doing.
If the customer is doing well, the salesperson will be able to get a great testimonial and perhaps referrals. If the customer has a problem, the salesperson can make sure the problem is solved, and get a great testimonial. Either way, thanking customers for their business and making sure they're OK pays off, big time.
The CEO who takes the time - even if it is only a couple of times a year - to thank his customers is going to put his business in a special category in his customers' mind. Those customers will look for ways to repay that one simple good deed. How many CEOs do this? Amazingly few.
Entrepreneurs who say, "Business is great," are being thankful for their good fortune. Smart entrepreneurs say this - and believe it - even when business isn't so great. I can't tell you how many times I've seen this play out in real life. The business owner or manager who is always grateful for every bit of business - no matter how small - gets more business than the entrepreneur who complains that business is bad.
If you complain, it means that you aren't satisfied with the business you have. It's not "good enough" in your mind. So you don't really "have" it. On the other hand, if you are grateful for every bit of business, it will be easier to get more business. That's just the way it works.
Don't let bad news - in your head or in the media - make you stop being thankful. It's one of the most powerful tools you have to end up with vendors and employees who work extra hard for you, and to attract more revenue to your business.
