Is no news really good news? I think not. If you haven't touched (contacted) your top clients from 2006 by this time (early March) then maybe your competition has? What method do you use? Postcards, newsletters, flyers, email, phone or personal contact are all important. It's about remembering, reminding and refreshing. 

 Road Improvements  

“Power or Influence?
By Mark Matteson

Everyone makes their living selling something. What do you sell? Products? Services? Ideas? We are all in the business of influencing others. How good are you at influence?

A number of years ago I came across a Time Magazine Special Edition that listed the 25 most influential people in the world. It was truly an enlightening piece of writing. The author discussed the difference between power and influence. Power is short term. Influence is long term. Power is the thud of an iron heel. Influence is the gentle sway of a hammock. Power is the FCC. Influence is Howard Stern or Oprah. Now I am not of fan of Howard but you gotta admit, he has tremendous influence over his particular demographic (Blue Collar Males 15-35). He threw a birthday party in Central Park, NY and 500,000 people showed up. Now the FCC can and has shut Howard down, but Howard has influence. Gandhi went for a walk to the beach and 600,000 people followed him. He stopped eating and brought England to its knees. THAT’S INFLUENCE!

Many years ago in a musty old used bookstore in Blaine, WA, I stumbled across an old, out of print book. It contained some of the most profound advice from one of the greatest Consultants of the 20th Century that would change the world in the most profound way; His name? T. E. Lawrence. He was posthumously known as “Lawrence of Arabia.” From 1915 to 1917, he single-handedly worked behind the scenes to help liberate the Arab nations from 400 years of Turkish tyranny. That simple act laid the groundwork for a power struggle steeped in oil production that would change the course of history. How did he do it?
He was a master at building relationships. Here is his advice updated:

 Go easy at first. The first few meetings are about building relationships and trust. Build slowly.

 Learn all you can about your prospect. Do your homework. Listen, observe, and inquire indirectly. Speak their language.

 Deal only with the leader in matters of business. Who is the key person? Your goal must be to develop the strongest kind of relationship with him or her.

 Win and keep the confidence of the leader. Make him or her look good at every opportunity. Even at your own expense before others. Esteem him or her publicly.

 Remain in touch. As constantly and unobtrusively as possible.

 Shy from too close a relationship with subordinates.

 Treat the leaders with respect at all times. Show others in subordinate positions similar respect but not as intimate as with the leader.

 Your ideal position is present but not noticed.

 Affirm the leaders as the leader publicly.

 Show public respect for the leader.

 Business (consulting) relationships are sandy ones. Wave the success of others in front of you like a banner. It’s not about you! It’s about them!

 Cling tight to your sense of humor. You will need it during tough times. Avoid taking yourself too seriously.

 Always keep quiet and calm.

 Be patient. Good things take time.

 Delegate and empower others to succeed often.

 Delay any personal gratification as often as possible.

 Dress the part. On dress, make sure yours is always a little nicer but not too much nicer than your clients. (You can always loosen a tie, roll up your sleeves.)

 Go the whole way. Learn their culture, skills, knowledge, habits, and philosophy completely. If you can surpass them in skills or knowledge do so, but do not let them know except by example, preparation. However, be humble at all times.

 Learn their business; their Vision, values, Goals thoroughly.

 Be honest. Let others know who you are.

 Learn their objectives and reasons. Learn the inner reasons as to what drives them. We all say what sounds good and then there is the truth. (What’s in it for them?) Be able to read between the lines. This will enable you to foresee their attitude and possible course of action in nearly every case.

 Learn where the rivalries exist. Who does not get along with whom? Try not to mix them if possible.

 Avoid free talk, especially early. Remain professional.

 Be respectful to everyone in the organization. Use good judgment.

 Success in business? Simply focus your efforts in assisting your clients in achieving their objectives!

 Remember:
a. Always an unremitting study of your clients
b. Keep always on guard
c. Never say an unnecessary thing (think twice, speak once)
d. Hear all that passes
e. Watch yourself at all times
f. Search out what goes on beneath the surface
g. Read and know their characters
h. Discover their tastes and weaknesses
i. Keep everything to yourself
j. Immerse yourself in their world
k. Concentrate on the work at hand

Your success will be directly proportionate to the amount of mental effort you devote to it!

Who is in your sphere of influence?

How many people listen to you?

How have you positioned yourself in the marketplace?

How involved are you in the market you serve?

Want to learn more about one of history’s truly great men of influence?
Buy "Lawrence of Arabia" with Peter O’Toole. It won an Oscar for best picture for a reason….

Mark

"When you develop yourself to the point where your
belief in yourself is so strong that you know that
you can accomplish anything you put your mind to,
your future will be unlimited."
Brian Tracy

 The Boulevard

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