I think that both appearing and being “Down To Earth” is a big factor in my success over the years.
What I mean by that phrase is that so many business owners give the clients/customers/patients an air of superiority. They make them feel that they are in a blessed position to be doing business with them.
It is not an easy thing to communicate my definition of this concept, so I think using examples will be the best way. Now most of what I’m going to show you will apply to sales, but any business can learn from this definition:
Does this get the message across? Do I feel this is important? You bet I do! This quality has brought me lots of referrals over the years. The reason I can say that is because of all the people who have told me that they admire my lack of “airs”.
Another place to show your “Down To Earthness” is in your written communications to people. It is critical to your success to make sure you are viewed as a real person by your readers. Tell them why you do things, why you sent them the letter, or how you feel about the topic. Share some insight into what you are as a person and how you got that way. Tell them about your mistakes. Tell them about your successes.
If you have trouble imagining yourself opening up to people, try to take a realistic look at whether your “image” has made you as rich as you want to be. If not, then maybe it’s time to bring yourself down a few notches in ego to take yourself up several notches in income!
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