In Part 1 we talked about Law #1: The Law of Value and proposed that there are five primary categories: Excellence, Consistency, Attention, Empathy and Appreciation, that you can use to increase the value you deliver to your clients and customers. (These are covered more in-depth in “Go-Givers Sell More”, Bob Burg’s and John David Mann’s second installment in the series, although that’s getting a little ahead of ourselves.) The main point is that we discovered giving doesn’t necessarily mean giving away for free.
The second Law, the Law of Compensation, states; “your income is determined by how many people you serve and how well you serve them”.
In January I had the privilege of attending Bob Burg’s Big Event 2011, with speakers such as Dr. John Maxwell, Les Brown, Carrie Wilkerson, Randy Gage, and Paul Martinelli and came away with a new appreciation for the seminar format. I’ve been to quite a few seminars, mostly motivational in nature, and I always left all fired up and ready to take on the world – for about 72 hours. Then for the following week I would have that adrenaline letdown, like you get after a minor fender-bender. You may have experienced the same thing. This time was quite different, though.
The six speakers, and all the sponsors, applied the Law of Compensation so expertly that a week later I’m still going strong. AND I’m a Personal Walking Ambassador for each of them, and a customer, for life. Why? Because I came away with so much Value that I’ll be nurturing the ideas and connections for a long, long time. I came away feeling I could put into action one idea from each of the speakers. Most importantly, I came away feeling that I can do it too.
