During a recent presentation to a local bank’s small business clients, I was questioned specifically as if I could share everything that I know about performance improvement for businesses, what would that be in one simple sentence? Even though I had never been asked that specific question, I knew immediately the answer to that query.
Before I provide you with my response, I challenge you to answer the same question. As a business owner or executive coach or even an individual, if you could share everything that you know about improving the performance of your business (or even yourself), what would that be in one simple sentence?
Do you have your answer? Well, let’s compare.
My answer was three words: Ask, Ask, Ask. Now let me demonstrate how these 3 words can quickly double your business.
This past summer through a referral I was asked to speak to a local tourism and hospitality association. During the conclusion of that presentation, I said that if anyone knew of any local group looking for a motivational speaker to please let me know as “I speak for food.” Even though I am a member of a national speaker’s association, many local groups from Rotary to Kiwanis to Chambers of Commerce cannot afford expensive speaking fees. From just asking, I booked the following:The bank presentation (unpaid)
Seven unpaid speaking engagements at local service organizations
One paid speaking engagement
RESULT: Prior to asking, I was speaking once every two months locally. Now, I am speaking once a week.
Additionally, I am in the process of working with the Regional Vice President of the bank in helping him to create Freedom Based Leadership within his firm.
Earlier this year, I was speaking with the Executive Director of the Small Business Development Center and asked her how I could help her bring in more business. This particular center had just lost a strategic partner. By asking, we created a partnership to deliver 8 very affordable 2-hour seminars on Business Building for Small Businesses.
RESULT These seminars generated for me 3 paid strategic planning clients in less than 4 months and the opportunity to deliver them at another site 2 counties away. For the Small Business Development Center, traffic has also increased.
Most recently, I was speaking to an acquaintance of my husband who is a local high school teacher and involved in an Academy within this rather affluent high school. The Academy is for tuned out high school students whose behavior is demonstrated by suspensions, high absenteeism, etc. During our conversation in which I shared some of my knowledge about performance improvement, I asked him how could I help him? He said that he needed a one-hour speaker the following week, but he had no budget. I asked him if he would like me to speak for free? He was quite overwhelmed by my offer.
RESULT From this unpaid one-hour presentation, I am scheduled to deliver a ½ day paid workshop. I had been trying to secure this school as a client for over 5 years without any success.
Many times in business we are so busy telling, that we aren’t really selling. By asking for referrals, speaking engagements and even help from mentors, we are taking advantage of incredible opportunities that in the past we walked right by.
Yes, there is an art to asking. For example, when I ask for local speaking opportunities, I do say that “I speak for food.” This statement usually receives a chuckle, but allows individuals to approach me who otherwise might not have because of the perceived obstacle of money.
Another example is when meeting a prospect to better understand what she or he does, I always ask:How can I help them with their business?
Who is their target market?
Would this resource be of benefit (usually a website such as an article database or another site specific to their business)?
If I am near closing the sale, I always ask: “Where do we go from here?”
Believing in the Laws of Reciprocity and Abundance, asking is a way of giving that quickly produces abundance. Now, your challenge if you decide to accept is to begin to use these 3 simple, but extremely powerful words and watch your results quickly double.
P.S. Let me know how this works for you.
