Update 11/3/2017: This concept is more important today than ever. This post combined with my post We want you as a customer! should be required reading!
I posted a free video of Judy Miller (video no longer available) a while back. Judy owns RSVP Communications. In the video, she tells some great stories and gives some great advice, but there are three statements she makes that really stand out. These three statements really convey why she’s been successful where others have failed…
“I’ve always had a servants heart, to make other people look good and to make heroes out of people”.
“When you love yourself and the people that come into your life, you can convince them that they’re lovable…”
“Make people feel special about what they have going on…”
– Judy Miller
It Has to Be Real
Judy does NOT do these things as a means to an end, but because she really believes that the way to achieve something is to help others achieve something. That’s the basis for her business: making businesses look good to both their prospective customers as well as to their existing customers.
Don’t Be a Selfish Giraffe!
If you’ve been reading this blog for long, you’ll know that I’m a huge fan of the Andy Griffith Show. In one episode, “Dogs, Dogs, Dogs“, Barney and Andy are dealing with a pack of run away dogs. They take them to a field way out in the country and let them go. Later, as a storm is coming, Opey is worried about the dogs. Barney says that there’s nothing to worry about, that the bigger dogs will look out for the smaller dogs. He continues on saying that if they were giraffes then you’d have to worry because giraffes are selfish, just looking out for number one!
I don’t know if Barney’s right or not about giraffes, but you can only get so far by being selfish, sooner or later people and customers will avoid you. At the same time, if you’re always helping others, it’s easy to be taken advantage of. You have to find a productive, working balance. Judy obviously found it.
In fact, in the Andy Griffith Show, Andy spent most of his time making others look good, making them look like heroes.
Some business coaches are always preaching “over deliver”. That’s kind of the same thing. Don’t be afraid to charge for your products or services, but make sure that you’re giving the customers something they will feel good about. That they have no question you’re on their side, wanting to help them and make their lives better.
When people look at long term vs short term value of a customer, or potential customer, it makes all the difference. Truly care about your clients, and treat them well, and you will have them as customers longer and that should translate into more bottom-line value. But it truly has to be real, you can’t fake it and succeed, you can’t just do it because you want to make more money, it has to come from the heart!
In Judy’s statements above and in the video, she never says she gives away her services for free. She says to care about your customers, people in general, and especially your good employees. Go the extra mile and make heroes out of your customers, employees, family, and fellow human beings. You’ll be much better off by doing so!
Until Next Time,