IN BUSINESS, EVERYONE IS SOMEONE’S MOTHER, SON, GRANDMOTHER…

Years ago, back in the beginning of my working life, I was a debt collector. You are cringing, right? Because most people think of that profession and automatically assume the worst—harassing calls, threats and people that would do anything to get people to pay. But that wasn’t the case. I was a great collector—top in my agency consistently, actually. And I loved going to work each day and working toward the goals the agency set. But the way I went about my job of collecting was much different than people first assume. I was the “good guy”. Literally. I had people wanting to call me back and get their situation resolved. Why? Because I worked with them to set up an affordable payment plan and did everything I could to keep it from adversely affecting their credit record. They were far less likely to avoid me when they knew I considered their situation and that I knew you can’t get blood from a turnip, so to speak.

Everyone I collected from was someone’s mother, or son, or sister, grandmother, father…. And it could have just as easily been me if I had fallen into hard times. And that is exactly what I told myself with every call I made. They didn’t want to be in the position they were in. And in most cases, welcomed the chance to have someone work with them to resolve it.

See, that is actually the key to any business success. People are people. They aren’t numbers and they don’t represent money in your pocket. That is where a large number of business owners fall short. They don’t first see their customers—or potential customers—as real people with real lives, needs and desires. And if they would, they’d would ask themselves, “what would I want from this business if I were considering purchasing it myself?” or “what would make me return to this business?”
When my husband and I were considering owning our own business, we were drawn to the couple that we bought our business opportunity from. They were patient and listened to our questions and concerns and actually answered them. There was no pressure and we were left to make an informed decision. That was exactly what we needed to be able to pull the switch.

We love our lives and this business and all the people we deal with on a daily basis. We don’t go around “selling” to people everywhere we go. We simply meet people, get to know them and definitely answer their questions when they ask what it is we do. I view each person as if they were me—or my mother, son, grandmother…. Because when you take a moment to do that, you will find that your approach is a warm one. One that actually inspires people to want to take a look at your opportunity and one that doesn’t pressure people who may already be desperate to find the answer but fear making wrong decision.

If we all realized the value in seeing people as individuals who have dreams, goals, desires or even needs, we would have unbelievably lucrative businesses. It takes no extra effort to listen to those dreams and goals and will actually let you see where your opportunity would help them the most. And they feel they actually “know” you and that your business opportunity (or service or product) is a good one—one that is to be trusted. You are also more likely to convey the best things about your company when you are expressing them to someone you view as important as a family member would be.

We continue to carry the same approach as I did as a bill collector because that is the way business should be done. And I go to bed at night knowing I have offered everyone I talked to about our business, a chance to change their life and reach their target. And believe me….that makes for a good night’s sleep!