Charles Hutchins, Columnists, V3I6

Attitude = Direction

Growing up, when I would have a negative attitude my dad would always tell me “Your attitude, not aptitude, will determine your altitude.”

My dad did fly small planes for recreation, so I just thought the altitude part was for pilots and did not apply to me. Boy, was I wrong! Having the right attitude in the shed business, and life in
general, can be the difference in whether you are successful or mediocre. Attitudes absolutely make the difference. Salesmen with the right attitudes surpass their quotas. Students with the right attitudes make honor rolls.

Right attitudes project confidence.

Right attitudes make you effective in dealing with customers and enable you to develop as a leader. Having the right attitude allows you to win in every situation.

The following attitudes have helped me develop a much healthier mindset and they can help you in everything you do.

ARE YOU ACTIVATED AND ENTHUSIASTIC?

In order to activate others and get them to be enthusiastic, you must first be enthusiastic yourself. A person who lacks enthusiasm never brings it out in another person. But a person who is enthusiastic soon has enthusiastic followers.

After I introduce myself to a potential customer, I enthusiastically inject positive things, such as the pretty weather or that business is flourishing and that I love what I do. Enthusiasm is
contagious, and it is amazing how people’s attitudes change for the better when you are enthusiastic and plugged in to the situation. Who really wants to do business with a drab, negative
person who couldn’t care less about what they do?

ARE YOU PROJECTING A ‘YOU ARE IMPORTANT’ ATTITUDE?

Every human being in the world wants to feel important. Everyone has the natural desire to feel he or she is “somebody.” It is said that the desire to be important is one of the most powerful
human needs.

I try to make all of my customers feel like they are the most important people in the world by focusing solely on their needs and wants. I never answer the phone or try to talk to two customers at
the same time. I avoid all other distractions when talking to my customers and listening for their needs.

Your customers, and people in general, will do more for you when you make them feel important. For example, my customers most always are willing to buy leveling blocks for their sheds and
wait a little longer for delivery, after I have rolled out the red carpet and made them feel important. They will also be repeat customers and refer their friends and family when you make them feel
important.

I’ve told waiters and waitresses how I thought their job was hard and that I couldn’t do it. I ended up receiving outstanding service after making them feel important and needed. Everyone needs to feel important and wanted.

DO YOU PRACTICE SERVICE FIRST?

It’s perfectly natural to want to make more sales, make more money, and become wealthy in order to give your family the standard of living that they deserve. Unfortunately, many people we encounter have a “money-first” attitude. People with the money-first attitude become so money focused that they forget money can’t be harvested unless they plant the seeds that grow money.

The seed of money is service. I have found that having a service-first attitude creates lasting sales. In other words, put service first and the money will always take care of itself, along with everything else.

Early in my career, I was like a hungry wolf, prowling for customers just to close the deal. Yes, I made some sales, but I quickly realized that I was missing out on more, due to my lack of interest in my customers. It was when I began to really connect with my customers with the service-first attitude, that my business began to take off.

What service first means to me is treating my customers like I want to be treated. Service first means to truly engage with the customer’s needs, wants, and desires and to put them first every step of the way. Service first is following up with my customers after their shed is delivered and letting them know that they can always reach out to me personally. Service first is always putting your customer’s needs above your own interest.

I encourage you to avoid “stinking-thinking” and work daily to develop positive attitudes in each area of your life. Your attitude determines your direction; which way are you heading?

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