Monday, December 4, 1995

Make people feel needed

Remember always that people want to feel needed. They want to help out and be a part of what you are doing. When you satisfy this desire in people, you receive their admiration, loyalty, respect and cooperation.

Other people can be a powerful source of ideas, of motivation, of business contacts -- if you encourage their participation. Most people are only too willing to help. Most people are genuinely flattered when you ask for their opinion or their expertise.

On the other hand, you must not take advantage of people. Asking someone for their help out of laziness on your part will not win you any points. People are willing to help you only if they see you are putting forth your own best effort. No one will want to help you if you don’t help yourself. However, if you’re striving toward excellence every day, people will jump all over themselves to be a part of what you are doing.

And always show sincere appreciation. People will want to help you only if they feel you are truly grateful.

There’s an old story in the sales business about a salesman who doubled his orders for cash registers by asking for advice rather than orders. He would call on each prospect, introduce himself, and say, “Mr. Jones, I didn’t come here to sell you a machine. I came to get some advice. I’m new at this and I wonder if you would show me how to sell it.” The prospect would almost always be quite complimented, and work up a great sales presentation. Then the salesman would say, “You make it sound like you need one.” He made many sales just from letting the other person take part.

This concept only works if you’re willing to “give” as much as you “take.” If you’re always willing to help and advise others, then there will be plenty of people whom you, in turn, can call on for advice and assistance.

It’s very, very difficult to accomplish anything alone. And it is quite unnecessary as well. There are plenty of people willing to help you if you will only ask.

— Ralph Marston

Be ready for opportunity       Performance

Copyright ©1995 Ralph S. Marston, Jr. All Rights Reserved. The Daily Motivator is provided for your personal, non-commercial use only. Other than personal sharing, please do not re-distribute without permission.