Really "Get" This Difference-Maker in Communicating Value
A Strong Heart With a Light Touch
An often-asked business question is: “In the relationship-building process, how do I know that the other person finds my intent and actions to be of value?”
It’s a fantastic question, because it not only expresses a desire to place your focus on serving that person, it also brings up an important point — that value, which is “the relative worth or desirability of a thing to the end-user,” is by definition *always in the eyes of the beholder.*
In other words, it’s what *they* value that makes it valuable, not what we *think* they should value.
The good news is that there are numerous ways to communicate value to another...along with how to correctly discover what it is they value.
Here though, let’s look at the fact that…
Key Point: Not only is the value you give/provide important — it’s also important that you communicate it *appropriately* and in a way that they are most likely to accept.
For example, in John David Mann’s and my book, Go-Givers Sell More, we say that…
Sometimes creating that extra value is as simple as sending a link to an article you’ve read online that might benefit them. {Or introducing them to someone they might find to be a good connection.} Even here though, you have to use your judgment so that you don’t cross the line from helpful to annoying. Follow through with a strong heart and a light touch.
Important: The combination of “a strong heart and a light touch” is key.
Why? Because it’s what keeps you from “wanting something for someone so much that you want it for them more than *they* want it for themselves.” When that’s the case, it comes across as though you’re doing it more for you than you are for them.
Understanding this concept is knowledge.
Applying it correctly is wisdom.
Today’s Exercise: Ask yourself how you do in this regard. When communicating value to others, are you able to keep your touch light while your heart for serving others remains strong?
Pure wisdom.