51. National Instruments loves instilling a love for science
amongst the youth!
So they sponsor science competitions for kids. They
always talk about this with the companies they sell to in
case the scientists there share that value!
Kyle is a hair dresser who after giving me good
hair cuts (transactional), and connecting with me
on his story of moving from London and starting up
from scratch (neighourly), asked me to write a
review. It led to me writing the first review I have
ever written online!
57. 3 Keys to an Effective
What to Ask When to Ask How to Ask
58. The way this is asked makes people feel very low
pressure if they don’t have time or don’t feel like
adding their input.
Deciding to “be” an advocate, is an emotional decision, not a logical one, and better products and better services give someone a logical thing to advocate for, but not a emotional foundation upon which to “become an advocate”
Think about this:
I became an advocate because they have great products and services vs. I became an advocate because this company completely elevated my career and helped me become a real asset for my team and my company!
Advocate creation requires effective transactional relationships… but the real value is neighbourly relationships.
So the question is, how do we manage these relational items to create advocates
Study by Joseph Nunes (Marshall School of Business – USC) and Xavier Dreze (Wharton – uPenn)
The reason behind the results was called “The Endowed Progress Effect”
- When people feel they have made some progress towards a goal then they will become more committed towards continued effort in achieving the goal.
Perception is critically important with this and the appearance of progress can have a strong effect whilst actual progress that is not recognized can be demotivating.
Focus on reputation for B2B
Hand written note… on their birthday… with a coffee gift card… and in the note it says something like “I know you like ________, so I thought in addition to some awesome swag, you should grab you’re next couple coffees on us!”
Get to know them personally….. That’s when you can move them…