“The single most important strategy you can use to maximize the value of all other strategies is to communicate on a regular basis with everyone who contributes, or ever will contribute, in any way to your business success.” ~ Jay Abraham
As simple as it sounds, this is not a strategy practiced by most business owners.
It’s a game changer when you do it strategically … in an ongoing and purposeful way that serves the client.
In his book, “Getting Everything You Can Out Of All You’ve Got – 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition,” Jay Abraham details several compelling reasons why this strategy will propel your business, and he details action steps you can take in order to make it happen.
The importance of making the communication about THEM and not about how great you are cannot be overstated. Providing value and genuinely developing a deep interest in the people who contribute to your success will help you build and maintain a solid and profitable relationship with them … one that will open many more doors for your business growth and profitability.
In the book, Jay reminds us that it’s not just about clients, either. You should work to develop relationships with colleagues, team members, people above you, people below you, people who might be competitors today but could be colleagues in the future, your employees, your vendors and suppliers … anyone and everyone who can help you reach your goals in some way.
One of the best things about “Getting Everything You Can Out Of All You’ve Got – 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition,” is that every chapter offers concrete action steps to implement. On this topic, Jay recommends the following:
- Make a list of these categories:
- Active clients
- Inactive clients
- Frequent purchasing clients
- Larger average purchase clients
- Industry trade contacts
- Key suppliers
- Noncompetitive businesses in your field
- Businesses that sell key products or services that complement, parallel, amplify, follow, or combine with products or services you sell
- Key executives above or under you
- Key influential people you know
- … he includes several others in the book, as well!
- Under each, determine how you (or a member of your team) can contact them. This could be call, in-person visit, card/gift, lunch, etc. The key is consistency – intermittent communication won’t do it.
- Make a list of what has to be created, setup, or managed to ensure the objectives on your list are implemented and sustained.
- Prioritize them by importance and ease of implementation.
- Start doing them regularly, systematically, and intentionally!
Do this one thing for your business in a strategic way as soon as you can.
It’s an absolute game changer.
And pick up the book by Jay Abraham, “Getting Everything You Can Out Of All You’ve Got – 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition.” While it was written in 2000, the advice is timeless and invaluable.