Dependability, Quality, Responsiveness, Listening, Understanding, Competence, Exceptionality…

Being Dependable – the quality of being able to be relied on. Do what you say you will do and do it well. How can my actions, and our teams’ actions, better indicate dependability for our clients and prospects?

Quality – the characteristic with respect to fineness, or grade of excellence. Of or having superior quality. Producing services of high quality or merit. How can my actions, and our teams’ actions, illustrate our attention to quality?

Being Responsive – taking action, especially readily and sympathetically to requests. In our client and prospective clients’ minds, are we being responsive? Have we set, and do we adhere to individual and organizational agreements on what it means to be responsive?

Listening – attend closely for the purpose of hearing. To pay attention. What does it mean to be a person and develop a team who listens well?

Understanding – to perceive what is meant, grasp the information conveyed, comprehend. Often, we think we understand, but we are misperceiving. What can we do to better understand, to find clarity, in what’s being conveyed to us?

Being Competent – having suitable or sufficient skill, knowledge, experience. Property qualified. Adequate but not exceptional.

Being Exceptional – unusually excellent; superior. How can we move from having competence to being exceptional, as individuals and as teams, for our organizations, our clients and prospective clients and broader communities?

Demonstrating Capability = Build Trust…

Trust is critical in selling professional services. All of us can improve our trustworthiness. We know we are trustworthy, but it’s rare for our prospects to trust us. Prospects are skeptical – they’ve been burned in the past, over-promised and under-delivered to time and time again. How do we help them trust us? Initially, to help build trust, we must demonstrate our capability. We can do this:

  • Be an expert. We have to know our stuff and their stuff. We have to understand our prospects business and what issues they are trying to solve for. Listen first, then respond by illustrating how our firm has the expertise to solve their problems.
  • Know our impact. If we want to excel at winning new clients, we have to know and demonstrate our impact. It’s similar to creating a return on investment – If you do this with our firm, this is the outcome. Or, with us, you achieve A, B, C. We have to be prepared to discuss what our prospects can expect to achieve. We also have to be honest with them about timelines, our true capabilities, etc. Many prospects are unrealistic in expectations – we build trust when we tell them their goals are unachievable in the time frame or budget allotted. If we can fully explain how our firm can positively impact the prospect, they will begin to trust us.
  • Build a shared vision. When a prospect shares where he is now, and where he is trying to go, it is our opportunity to create a path forward with solutions to his problems. We are beginning to build a shared vision of working together to solve problems for the prospective client.

Demonstrating capability is one first step in creating trust.

Reflecting Clearly…

We’ve all seen our reflections in a mirror that distorts our image. Our body is super long or wide or much shorter than we actually are. We don’t want to be like a mirror that distorts reality. We want to be able to reflect reality like the still water on a mountain lake. We often don’t reflect things clearly, and we suffer because of our wrong perceptions. When we see things or listen to others, we often don’t see clearly or really listen. We see and hear through our own kaleidoscope of preconceived opinions and project those, distorting reality even further.

We need to make our internal water still if we want to receive reality as it is and be able to reflect clearly. If we are agitated or anxious or our minds are racing to get things done, we should work to become still again. Let the feeling that will distort reality pass. Breathe in and out until we are calm again and then we can reengage in the conversation and actually see clearly and really listen. Stillness of mind is the foundation of understanding and insight. Stillness of mind is strength.

Inspired by reading Your True Home by Thich Nhat Hahn

Let Go Of Negative Projections…

When we hold negative or inadequate images of people, it will negatively affect how we relate to them. In relationship, we don’t actually relate to another person. We are only ever relating to our internalized projections of others. I don’t say “hi” to you, I say “hi” to the person I think you are. Who I think you are impacts how I treat you and the kind of relationship we have. This is true of all relationships.

How Intentional Energy Impacts Others…

Inspired by reading: The Power of Intention, by Dr. Wayne Dyer

If our expectations for ourselves and our business center on being normal and status-quo, we attract more normal and ordinary. Our impact on others will also revolve around ordinary. Blah….boring! When we figure out what we really want for our life and business, and we focus our attention and actions keenly there, we’ll see a major difference in how other people react to us and how we can impact others. Our whole world opens and becomes magically alive.

When we operate with intentional energy:

  1. We impact others by instilling a state of calmness. People feel more at peace, less threatened, and more at ease – great gift to give others during these trying times. Think about it: when you are around people who are judgmental or hostile or depressed – it literally sucks. We empower people when we are energetically intentional – we help them feel safe rather than attacked, secure rather than judged, calm rather than harassed.
  2. We leave people feeling energized. Think about when you’ve attended an empowering key note speech or listened to a Ted Talk – we positively energize others by staying focused, present, and positive for our colleagues and teams.
  3. We help people feel better about themselves. I intend to be that kind of person. Compassionate energy has a noticeable pleasant impact on others. As we develop our connection to our intention, people sense that we care about them, understand them, and are interested in them as unique individuals. With this kind of connection to intention, we are less likely to focus conversations on ourselves and use others to massage our ego.
  4. Our presence instills a sense of purpose. When we operate from intentional energy, we bring something to others that’s inexplicable. Our presence and behavior of love, acceptance, nonjudgement, and kindness becomes a catalyst for others to live their own lives on purpose.

The higher our energy field resonates, the more we can impact others in a healing, positive way. We can only access this if we are intentional with our energy, purpose, words, actions, etc.

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