Want more business? Use "honey!"

Remember that old saying "You can attract more flies with honey than with vinegar?" Well, that is a GREAT concept to take to heart if you are interested in generating more business. And, not only more business in general, but more profitable business.

What exactly are we talking about when we mean "honey" in business?  I'm not talking about paying off a vendor or supplier, nor do I mean sleeping with the boss (or his/her assistant). Not THAT kind of honey. What I'm talking about is plain old-fashioned "being decent" to people. Being nice...considerate, courteous.

Look, the reality is, business has become a very competitive, often cut-throat world.  You always have to watch your back, and it's hard to develop trust. But trust is really the basis of long-term business success. In general, we are very uncomfortable doing business with people we don't trust -- we really have to have major incentive to overcome our natural distrust and part with money or other resources if we are sure who we are dealing with or what they have to offer. So, if you are trying to do business with someone else, you have to be aware of that challenge. You have to be aware of that psychological hurdle in order to overcome it.

So, what kind of "honey" could make a difference in your business interactions? Consider a few scenarios:

When was the last time you received some kind of "thank you" or kudos for your work or how you've helped someone? It's probably something you look at over and over again, not because you are a closet narcissist, but because it happens so rarely. And it makes you feel good. How can you use that idea and put it into practice to make a positive connection with a colleague, business partner, or prospect?
Too often, we are ruled by our own agendas. We have a quota to make, deadlines to meet. Unexpected phonecalls, emails or communication is an "interruption" in our busy day. Instead of seeing it as an impediment, look at connections with others as "investments."  Each time you have a positive interaction with someone, you are making a positive impression. Don't treat it as an imposition -- use it as an opportunity to deliver above and beyond the "sender's" expectations. In other words, don't just respond to what they need -- find out what else, if anything, you can do to help. Go the extra mile. Trust me, it's time well spent.
Get personal: Man, we are SOOOO busy. It's hard to spend cycles with "meaningless chit-chat" when we have too much to get done in a day. We wake up behind..how in heck do we have time to just "chat?" (I do NOT mean the electronic, IM type, BTW...nothing "personal" about that!) But, so few people take the time to really connect, that you can literally differentiate yourself by having tried to know more about your "business contact" than just their business need.
Courtesy: Yes, folks, "please" and "thank you" are not just platitudes our parents drilled into us. The "magic words" really do work magic, particularly in a time where they are so rarely used. When you need someone to do something for you, recognize that the other person has their own schedule, so use that mutual consideration in your request of them: "I'm sorry to trouble you, but would you be able to...in your spare time" is going to set the other person up much more readily to a positive response.  How about, "I know you're really busy, but could you spare five/ten/fifteen minutes of your precious time to answer a few questions. If this isn't a good time, may I get on your schedule for some time that's more convenient?"  You'd be surprised how far a little old-fashioned courtesy will get you!  People have a tough time blowing off someone who is being...well, nice.

While you are looking over this list, I want to stress one critical point: you have to be sincere and authentic. If  you are just going through the motions, and just "acting" nice, most people will sense this through a highly developed "BS" meter.  If you have to suck up to someone just because you want something, then my advice is...don't go there. Not only will your efforts fail, but you'll generate a reputation for being a player, someone who is to be avoided. You'll contradict ev.erything you are trying to accomplish. Most people will spot a phony in a heartbeat.

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I have more suggestions I'll share with you in coming posts, but I'd love to hear your stories of how "honey" got you more than "vinegar" and how you have incorporated these practices into business success. For more  "socially smart" secrets to business success, check out www.itsnotwhoyouknowitshowyoutreatthe...."  I'm also happy to answer individual questions so email me at corinne@corinnegregory.com. To your success!