How to get what you want
In a previous post we started talking about loyalty. The question remains, how do you get other people to be loyal to you?
The answer is no secret, but it is also not an easy thing to do.
The best example of an analogy I can think of comes from my experience in sales.
Within the “sales world” there are these things called “leads groups” where sales people of many industries get together with the primary purpose of getting leads for each other. They generally limit it to one person per industry so you don’t need to compete with someone within the group (i.e- there is only 1 real estate agent and 1 account per leads group). The goal of the group is pretty clear: bring salespeople together to give each other more business through referrals.
This one regional sales manager peer I previously worked with used to train salespeople in our organization of the importance of joining leads groups. When he was a salesperson he would get more than 100% of his quota from there referrals each month. The reason he received so many referrals was because he made it his goal to become the best “referrer” in the entire group. He worked hard to find his fellow group members. No matter whether they were a lawyer, dentist, florist, or freight company, he found them leads. Then what happened….?
Leads started to trickle in, and soon he could barely keep up with all the business other people were referring to him.
Where is the loyalty cross over? If you want others to be loyal to you, you need to work hard for them. Find ways to “have their back” and make them look good. If you are loyal to them first and your actions back it up, they will come around and be loyal to you. In my previous role as a regional sales manager my teams had a tendency to start of the year slow (really slow!)… but I would work hard to remove obstacles that hindered their ability to sell and focus on how to make each one (individually) successful while leveraging the entire team… ultimately my teams would see the hard work I was doing on their behalf and that led to two things, (1) a “win one for the gipper” mentality where they wanted to perform better so I looked good and (2) we ended up finishing the year #1 in the state (or entire country).
Take a genuine interest in others (boss, peer, direct report, friend, neighbor) and work to help them fulfill their goals and objectives. In doing that you will have more people on your side. J Paul Getty once said, “I’d rather have 1% of the effort of 100 men than 100% of my own effort.” Well said. Leverage the power and loyalty of many and you can accomplish more than you could on your own.
Mr. Biz, OUT.