July 27, 2017

Make More Profit by Giving More, with Bob Burg


All of us want to make more profit in our business. It's at least a part of why we are in business. But the question arises, "What is the best way to make a profit?" Bob Burg says that the best way to make more profit is to give - to always ask how you can add more value to that person.

In this conversation, Bob shares the concepts from his book, "The Go Giver" with me to clarify why the laws of giving are the best way to provide value to others and consequently, make maximum profit for yourself. It's a great and insightful conversation, so be sure you take the time to listen.

As human beings, we are wired to represent something greater than ourselves.

The primary principle behind becoming a person who gives tremendous value to those who you connect with is that all of us as human beings are wired to contribute in ways that are larger than ourselves. That means we all want to give - we just don't always know what that means or how to do it. Bob Burg shares how every person, every business leader needs to position themselves in ways that serve others with maximum value. Find out how to tweak your thinking to fulfill that end goal and discover the incredible things - like more profit - that come as a result.

People will only buy from you because they are convinced they will benefit by doing so.

It's natural that people who wind up buying your product or paying for your service only do so because they believe they will benefit by doing so. Your job as a business owner or sales professional is to ensure that they see the benefits they will receive clearly, without exception. You do that by adding tremendous value to every interaction you have with them. You want them to associate you, your products, and your brand with generosity toward them. Bob Burg talks about how you can make that happen and increase profits at the same time, on this episode of Real Relationships.

The amount of money you make is directly proportional to the number of people you serve.

One of Bob Burg's favorite maxims is this: The amount of money you make is directly proportional to the number of people you serve. What he's saying is that service precedes profit - every time. People are naturally willing to pay for the things that benefit them the most, so every business person needs to stop focusing on the profit and instead focus on the value of what they provide to their customers and clients. Find ways to expand the value, to improve upon it, to give them even more - and you make more profit in the relationship - every time.

The single greatest people skill is a highly developed interest in the other person.

The Go-Giver mentality that Bob Burg is so famous for championing can sound a bit utilitarian to some at first listen. How is it not simply another form of self-serving behavior? Bob says that beneath a Go-Giver mentality is a fundamental concern for the people you encounter. You can't expect to benefit from the interactions you have with people, even by applying the Go-Giver principles, if you are not genuinely interested in people. They can smell the hypocrisy right away and will be repelled by your Go-Giver attempts rather than drawn in by them. Find out how to best understand that distinction by listening to this conversation with Bob Burg.

Outline of this great episode

    • [0:31] My introduction of Bob Burg - does he really NEED an introduction?

    • [2:15] Why has Bob chosen to dedicate his life to the "Go-Giver" concepts?

    • [4:02] The intent of "The Go-Giver": Shifting your focus from getting to giving.

    • [7:00] Summarizing the laws of the Go-Giver Bob covers in his book.

    • [12:40] How can you wisely choose who to serve?

    • [17:10] Examples of a Go-Giver type of company.

    • [20:10] The 5 elements of value you need to communicate to clients.

    • [25:36] How do you become comfortable with asking for things?

    • [29:50] How the Go-Giver concepts apply to leadership.

Resources & Links mentioned in this episode