Entrepreneur Ideas: Preparation Is The Difference Between Success And Failure
Most of the activities we do today involve dealing with other people, either directly or via some intermediary person or communication medium (like the phone or the Internet). The quality of such relationship depends on the quality of the communication that we can establish and maintain, yet the attention span of people is decreasing dramatically and you have less and less time to make the first impression and make it right.
More and more people want to be entertained, they want to be positively surprised, they want you to stand out from the crowd and reach to them in a fashion that is different from the cliché approach that we see repeated over and over. This takes careful preparation. Casual interaction that goers nowhere is not going to bring you very far when it comes to key business relationships.
I also notice people are getting more confused or worried by the scenario surrounding them and therefore they also need reassurance from somebody who knows his business well enough to know where he is going and how he is going to get there.
It’s not only the quantity of contacts you make, eventually it is going to be a one to one relationship and therefore you need to invest enough time to make that relationship deep or interesting enough so that the other fellow chooses you rather than the next guy. Just as you have many potential customers to choose from they have many potential providers ready to compete for their business. I have seen these concepts at work again recently in my real estate business.
I often use Realtors to sell my houses and the selection of the right one is a major activity as such: I look for those who have the best presence online and that have a certain number of listings in the area where I plan to sell. I collect as much information as possible about them on the Web and I also update myself on the selling market, on the latest closing procedures (they are in flux right now) and on the best selling techniques adopted by Realtors to sell a property.
I spend some time and money to do my research as well as research the correct estimated price for the house I am going to sell before I contact them. In this fashion, when it comes to the interview and I ask them for an estimate on the listing price and I explore their selling attitude, I have some very precise reference elements in mind that tell me right there and then if the person before me is keeping up with the changes in her industry and whether she knows the neighborhood well enough to correctly represent the house.
Maybe I spend five to six hours in preparation before the one hour interview I have with them, but this shows them that I am carefully planning my activities, know my market and can be a reliable party for them to deal with. The same is with my prospective buyers that I might be dealing directly with: I know that they will need to have information not only on the property itself, but on the closing process, the paperwork, taxes, amenities, market and neighborhood information. I am not always able to reply to their questions right there and then but I always strive to be prepared next time. This increases you credibility and will increase the quality of the people you work with and the number of customers that actually buy from you.
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