Have you ever read Dale Carnegie’s How to Win Friends and Influence People? If not, I highly recommend you read it. I have read hundreds of leadership books but some never that one. Someone I really respect recently told me it’s a must read. I’ve actually been listening to it on my way to work each day. Wow, was he right! The book is a life changer.
The book goes through a number of principles and principle #3 really struck me as important.
Principle No 3: You Cannot Influence People by Telling Them What You Want
As trusted advisors and solution providers at Key Hyundai, we preach this every day. Give your customer the information that benefits them and you will ultimate get what need. Turn that equation around, and you’re sure to fail. We hear stories time and time again about a customer that came in with bad credit and couldn’t buy a car at that moment. But, you cared about them, educated them and sent them out on a path to reach their goal of coming up with more down payment or paying their bills to improve their credit. Six months later, that customer comes back in and buys a car from you. You have a customer for life. The same thing happens in service. The customer comes in with 60,000 miles on their car, you explain what they need to get done, and they can’t afford it now so you break it down for them and work them to accomplish the most urgent things now. You now have a customer for life.
In both those cases, we sat next to the customer and fulfilled their needs. We didn’t babble on and on about how were family owned and operated, been in business for a million years, etc. No one cares about those things because they don’t benefit them. Instead, we were advisors, educators, coaches and solution providers. Big difference, isn’t there?
This is a great life lesson, whether you are at work or at home. In order to get what you need out of life, give people what they need first.
Have a great week and as always, thanks so much for everything you do. We are solution providers and not product pushers and we believe everyone deserves to drive a nicer, newer car. Key Hyundai also wants to keep your car fun and safe to drive for as long as you wish to drive it.