Everyone knows that generals, politicians and CEO's of
large corporations must be "leaders." But as professionals,
our clients also depend on us to provide leadership.
In a professional practice, success is almost entirely
dependent on your ability to provide leadership.
Sales is mostly about leadership. Teaching is mostly about
leadership. Parenting and community service and coaching
are mostly about leadership. Success is about leadership--
working with people in a way that excites them, earns their
trust, and influences them in a positive direction. The key
is leadership!
To build your business or professional practice, you must
be an effective leader! Here are 5 skills I believe are
essential:
1. Competence. This is basic. No one follows a leader who
doesn't know what they are doing. Be certain you are
incredibly skilled at what you do, and be sure your clients
KNOW that you know! Think, talk and act with confidence.
Your customers must be able to rely on your competence!
2. Communication. Take time to explain. Speak clearly, and
use language your customers understand. Avoid jargon. Use
examples or illustrations when appropriate. Answer client
questions, and be able to explain what you do and how it
benefits your customers in 10 seconds or less.
3. Caring. Comedians made fun of President Clinton's
phrase, "I feel your pain," but despite his personal flaws
and political mistakes, voters believed he cared, and that
he understood their concerns. As a lawyer, surgeon,
consultant or engineer, you will make more sales if clients
know you care about them. I've had the privilege of working
with brilliant, gifted professionals who cared passionately
about their work, but who could not inspire an ounce of
trust. Every business lives, or dies, on trust.
4. Clarity. People follow leaders who know where they are
going. "It's the vision thing." Your customers must be able
to see what you see. They must feel and believe that you
can help them achieve their goals. As a chiropractor,
teacher or engineer, clients will only follow your
leadership when they clearly understand where you are
taking them.
5. Consistency. I think it was Woody Allen who said, "90%
of success is just showing up." Leaders show up. We can
find them when we need them. They are reliable, dependable,
persistent and committed. It is hard to trust someone who
keeps moving their office, changing their specialty, or who
seems to have a different focus every time we meet them. To
build your business, put down roots. Stand firm. Stay put.
Too many skilled professionals and small business owners
focus on their products and their credentials, forgetingt
that the most critical ingredient for success is that
people do business with people we like! Price and quality
are certainly important. And so is convenience. But in the
end, we do business with people we know and trust. We do
business with leaders!
large corporations must be "leaders." But as professionals,
our clients also depend on us to provide leadership.
In a professional practice, success is almost entirely
dependent on your ability to provide leadership.
Sales is mostly about leadership. Teaching is mostly about
leadership. Parenting and community service and coaching
are mostly about leadership. Success is about leadership--
working with people in a way that excites them, earns their
trust, and influences them in a positive direction. The key
is leadership!
To build your business or professional practice, you must
be an effective leader! Here are 5 skills I believe are
essential:
1. Competence. This is basic. No one follows a leader who
doesn't know what they are doing. Be certain you are
incredibly skilled at what you do, and be sure your clients
KNOW that you know! Think, talk and act with confidence.
Your customers must be able to rely on your competence!
2. Communication. Take time to explain. Speak clearly, and
use language your customers understand. Avoid jargon. Use
examples or illustrations when appropriate. Answer client
questions, and be able to explain what you do and how it
benefits your customers in 10 seconds or less.
3. Caring. Comedians made fun of President Clinton's
phrase, "I feel your pain," but despite his personal flaws
and political mistakes, voters believed he cared, and that
he understood their concerns. As a lawyer, surgeon,
consultant or engineer, you will make more sales if clients
know you care about them. I've had the privilege of working
with brilliant, gifted professionals who cared passionately
about their work, but who could not inspire an ounce of
trust. Every business lives, or dies, on trust.
4. Clarity. People follow leaders who know where they are
going. "It's the vision thing." Your customers must be able
to see what you see. They must feel and believe that you
can help them achieve their goals. As a chiropractor,
teacher or engineer, clients will only follow your
leadership when they clearly understand where you are
taking them.
5. Consistency. I think it was Woody Allen who said, "90%
of success is just showing up." Leaders show up. We can
find them when we need them. They are reliable, dependable,
persistent and committed. It is hard to trust someone who
keeps moving their office, changing their specialty, or who
seems to have a different focus every time we meet them. To
build your business, put down roots. Stand firm. Stay put.
Too many skilled professionals and small business owners
focus on their products and their credentials, forgetingt
that the most critical ingredient for success is that
people do business with people we like! Price and quality
are certainly important. And so is convenience. But in the
end, we do business with people we know and trust. We do
business with leaders!
No comments:
Post a Comment