21st Century Way Of Doing Business

August 25, 2010

Interview with Tommy Spaulding, author of the book It's Not Just Who You Know: Transform Your Life (and Your Organization) by Turning Colleagues and Contacts into Lasting, Genuine Relationships

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Mike Carruthers:
The book how to win friends and influence people by Dale Carnegie has helped millions of people become more successful; however…

Tommy Spaulding:
As good as some of the content is, I now find it pretty manipulative. Winning friends and influencing people is just really about how to get people to do things for you for your self-promotion and your self-gain.

Tommy Spaulding, author of the book It's Not Just Who You Know...

But I really believe in the 21st Century if you want to build life-long relationships and life-long clients you have to do more than just think about yourself and personal gain. You have to be thinking about others and other people’s gain.

To be a success today takes more than just the ability to make the sale of get the customer – it’s all about the relationship.

I mean this just happened last week, my banker, I went in there and I was talking to my personal banker about a small business loan. And during that conversation she saw my picture on my Blackberry of my little daughter at 5 years old. I started talking about her and told her that I’m really interested in getting horseback riding lessons for her. Well a week later she emails me back and said, “I’ve done some research, there’s 5 horseback riding facilities near your place and here’s the website link”. I was blown away, this was my banker – do you think I’m going to change banks?

This way of doing business takes more effort but Tommy says it’s usually well worth it.

That if you live this way; it’s not just about you and it’s not just about the sale, it’s about the relationship – you’re going to make twice as much money. That’s reality if it’s done an authentic way.
 

To hear the complete unedited interview, click here