Be a Person of Great Value

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How many caller id calls have you ignored? How many emails simply go unanswered?

We are all suffering from attention deficit and most people have to keep the noise out and focus just to survive and get what they think is important done.

If you are not a person of value in someone’s busy workday or life, then you are wasting their time and attention. And we have many ways to simply ignore what does not compel us to pay attention.

Deals get done with a lot of the important ingredients we know, but have to remain disciplined and focused on creating:

  • Attention. You have to matter.
  • Pain. What is it that your customer wants to improve or get rid of? What is it specifically?
  • Solutions. How do you make the pain go away or get resolved?
  • Conversations. Buying is largely done with human beings connecting and creating understanding and agreement. How many of these interactions are you having a day?
  • Value. You have to pay attention carefully and help people get what they want. Everyone’s different. Some people have kids. Others have health problems. Still others need a great networking connection.

Being a person of value means you are valuable. And you become valuable by continually growing personally. You know things that others can use. You apply your knowledge. You also know people that can help. You connect the dots and you proactively make connections.

When you start your days, say, “I will be a person of great value.”

Commit to being someone who gives continually.

And if you want to stay consistent, be sure to review the resource I share on using Gmail as a simple CRM. It can make your commitment happen day in and day out consistently with the people you want to be valuable towards.

Dealmaking Is Slow then Fast

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I love dealmaking. I agree with Robert Ringer’s observation about dealmaking:

“There are no statistics to prove it, but after years of experience, I’m absolutely convinced that dealmaking is the highest-paid profession in the world.”

I think the creative pieces and bringing ambiguous, and often disparate parties and value together, is exhilarating. Great deals help everyone to win and get what they want.

Designing those deals requires insight and many cycles to drive a win and agreement. It’s why I often tell business partners that dealmaking is about going slow. Then fast.

The slow part of deal making is the art of the deal. Building rapport and relationships. Establishing trust. Putting the ideas forth that might take root. These are the building blocks that go faster with established relationships and much activity, but in the beginning of new ventures and relationships, they are slow to put forth and germinate. Often times, you have to push hard.

Fortunately, deals are everywhere. They need leadership, vision and management to develop. If you sell a known product, then your dealmaking has a lot of the components already set up.

If you have a custom, creative dealmaking offering, then there is a lot of time collaborating, designing and creating something from nothing.

I think that one of the best strategies is to be ready. Mise en Place. Anticipate that new conversations, opportunities, relationships and timing will come in the next weeks and months. Being ready by doing your homework, studying, gathering insights, having fast, efficient systems, and getting smarter are required to support the slow part.

If you have done the work then the fast part tends to take care of itself. The convergence of the details, negotiating, having solid agreements and delivering value transitions the dealmaking over to keeping your commitments.

You can always get better at the fast part. The slow part is where the payoff is if you pay attention to your approach, preparation and cadence. Where can you improve?