Fear and uncertainty can freeze and immobilize even the strong. Confronting your resistance by taking on your “feared thing first” everyday is the secret to navigating perilous times. This habit has allowed me to regain my sense of purpose for 2009.
We all can take advantage of the current economic uncertainty by contacting our most important stakeholders and looking for opportunities to grow our trust account with them. Many people are frozen and afraid to call their customers and other key stakeholders for fear of hearing bad news. Guess what? The bad news is there whether or not you hear it. Much better to confront reality and give your customer a listening outlet to discuss challenges and feel understood than to abandon the relationship during difficult times. Now is the time to over-communicate with your customers and other key stakeholders. Give them someone they can trust by behaving in ways that inspire trust.
Regain your momentum by doubling your contacts. Call the ones you are afraid to call first. Ask for business. Ask for referrals. Ask for favors. They are as afraid and starved for meaningful dialog as you are. Go for it. Then have the courage and monomaniacal discipline to follow up relentlessly. Don’t take non responsiveness personally. Others are frozen and need your consistent concern to thaw them. Stay with this relentless follow-up and you will be very glad you did. One of two things will happen: 1) ou will have the happy surprise of good news and will grow your business immediately or 2) you will be the first one they think of when things improve, as you were likely one of the very few that communicated with them during tough times. Make doing business at the Speed of Trust your unique competitive advantage this year. Increase your credibility by doing your feared thing first. Everyday.
Author: Greg Link, The Global Speed of Trust Practice Leader at FranklinCovey