Most important, you have to be able to create value and add a meaningful difference to the lives and experiences of your customers. Abraham’s tip - “What’s going to make you preeminent is falling in love with the clients you serve and living in a world where you see the impact of what you’re doing.”Ħ. The next step is to become preeminent at what you do, which means taking on the role of a trusted provider. “You’ve got to have an alternative view of life that is different than everybody else, so you’re not just a commodity,” Abraham said. “You’ve got to be able to distinguish yourself and be a provider of advice, not just the taker of a transaction.” “Look for someone who’s got a big factory they’re not utilizing fully, that’s already got salespeople and retail distributors in your areas, and do a partnership,” Abraham said. “What company wouldn’t be interested in an ancillary, incremental or sustainable windfall income as long as it doesn’t compromise their main business?” 5. But you don’t have to have capital to accomplish this goal. Abraham’s advice - if you are looking to expand your manufacturing and open up new retailers, look for another business that is complementary, not competitive, and create a mutually beneficial partnership to share assets. Be creative and flip the problem on its head.įor instance, many companies complain that they can’t get a loan or don’t have the capital that will help them expand and grow. Stop making excuses and get creative.ĭon’t let a seemingly insurmountable roadblock keep your business from moving forward.
Abraham said he once helped a furniture store increase its sales simply by studying how they greeted people. “We tested approximately 30 different ways of merely greeting people at the front door,” he said. “One way we discovered tripled the number of people that bought and tripled the size of their sale, and also massively increased the repeat and referral business.” 4. Sometimes even a small tweak can have significant results.
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“Most people never learn how to maximize their selling approach because they spend their whole business life focused on the selling approach, which they never look at critically,” he said. Related: What to Be More Creative for Your Business? Jump in the Ocean. However, Abraham explained, if you introduce methodologies, approaches and strategies that may be commonplace in another industry, but that are new to your industry, you can blow people away. One of the biggest mistakes businesses make is failing to take a critical look at the strategies they use to market their product or service. “Most people end up following the approaches that everyone else does because they don’t look beyond their industry,” Abraham said. They end up doing what they do - not because it’s the best, fastest or most profitable way - but because they model what everybody else does. Abraham chooses to focus on the positive. “It’s wonderful if you understand that the key to everybody’s heart and mind - and also wallet - is determined by making it really clear that you can deliver something they really crave.” 3. He noted that people in the present era have far shorter attention spans, which is both wonderful and terrible. "What era you were born in," he said, " Baby Boomer, Gen Y or Gen Z, is an indication of how long you will stay focused.” Different people are able to listen for different lengths of time, and when you were born matters. Be aware of shrinking attention spans.Ībraham said while human nature is a constant attention spans aren’t.
People care about what benefits you can provide them, how you can fulfill their desires and goals, and how their problems, fears and difficulties can be reduced. According to Abraham: “You’ve got to be able to put into words for people the feelings or the desires or the fears that they struggle with but have never acknowledged.” 2.
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