Why Generosity is Good for Your Sales

November 21st, 2013

As a professional speaker, I travel a lot. Which means I stay in a lot of hotels. As a result, I have a lot of appreciation for how hard housekeepers work and how important tips are to them.

At the conclusion of a recent stay, I had just left the room with my luggage when I realized I had forgotten to leave a tip for the housekeeper. Seeing as how I was already at the elevator, I could easily have just shrugged it off and headed out. But instead, I went back to the room.

After dropping a few dollars on the bed, I looked up and noticed my cell phone charger still plugged into the wall outlet. With a feeling of gratitude, I grabbed it and threw it in my briefcase. As I left the room for the second time, I reflected on the fact that if I hadn’t returned to the room, I would never have remembered the charger.

I thought about this incident upon reading a news story about Coca-Cola suspending all of the their advertising in the Philippines indefinitely. Coca-Cola Philippines is redirecting all of its advertising budget to relief efforts in the wake of the destruction caused by typhoon “Yolanda.” That money is in addition to the millions of dollars Coca-Cola worldwide has already pledged to the relief efforts.

Naturally, this story has been picked up by news outlets around the world and is circulating like crazy on social media. Which means that Coca-Cola is potentially getting millions of dollars in free publicity.

But I don’t believe Filipino Coke executives gathered together and said, “Hey you know what would be a great PR stunt?” I suspect instead the decision was made because executives sincerely wanted to help as much as possible.

Here’s the thing: Generosity isn’t a strategy. It’s a value. And when you demonstrate that value, it’s more powerful than any marketing you can buy. When you take care of your employees, your customers and your community, people want to do business with you. (Witness the incredible success of TOMS Shoes.)

Is your company generous? If not, why not? And how can you change that?

If your company is generous, how can you demonstrate it beyond what you’re already doing?

I’m not saying you should be more generous in order to make more sales and more money. I’m saying you should be more generous because the world needs your generosity. It just so happens that the world tends to reward generosity. (Sometimes with free publicity and sometimes with a nearly-forgotten cell phone charger.)

Always remember that money is a by-product of serving others. So look for opportunities to serve. Because doing good is always good business.

The Worst Sales Advice Ever

November 11th, 2013

Worst Sales AdviceThere’s a lot of sales advice out there. Some of it is fantastic. Some of it is pretty good. And some of it is downright awful.

One of the most common pieces of advice is so bad, it will often cost you the sale.

What is it? And what should you do instead?

Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this seven-minute segment, I reveal this counter-productive strategy and give you an alternate approach that will significantly improve your sales.

To listen, just click on the link below. Or to download the segment to listen later, right-click the link and select “Save Target As…”

The Worst Sales Advice Ever: Don Cooper on Breakthrough Business Strategies Radio (mp3)

To learn more about Michele Price and listen to her interview other business experts on Breakthrough Business Strategies Radio (which I highly recommend), check out WhoIsMichelePrice.com.