Hello World! Stibbs & Co., P.C. is excited to announce the launch of Legal TENder – Legal Commentary you can take to the Bank. If you’re visiting, we hope you’ve had the pleasure of meeting our Fearless Leader, Jack Stibbs. He’s famous for his easy, personal approach to business and marketing, so we pinned him down and made him spill his best and brightest “Rules to Live (Work & Play) By” for the inaugural Top 10. Enjoy!
Rule #1 – Time Kills All Deals.
Whether it’s a multi-million dollar reverse-merger into a public offering or the sale of your local yogurt shop, time can kill ANY deal. When you select the professionals to help you, be sure to ask: What is your schedule like over the next few months? How do you plan to meet deadlines? What are your anticipated milestones and timeline? And, if your Closing or deadline is hard and fast – let everyone know from the start. Once everyone knows the schedule, you can work hard together to seal the deal!
Rule #2 – LeapFrog Marketing.
There’s no better recommendation than word-of-mouth or a personal referral. Be sure you’re treating your customers as the First Ambassadors of your Company – because like it or not, they already ARE. You want them to make unsolicited recommendations of your Company to their friends, neighbors, customers and complete strangers at the carwash – it’s the most effective marketing you’ll never have to pay for.
Rule #3 – BOC = Butt Off Chair.
Unless you’re Apple, Customers won’t be waiting at your door when you arrive in the morning. So get off your duff and out of your chair! Drop by and say “Hey” if you’re in the neighborhood, or take time after lunch to tour their facilities. Your customer will relish “showing off” their products, company or plant. Plus, you’ll have a better understanding of their needs and a personal investment in their success. Your customer is already personally invested in their own success – what they want to know is: Are you?
Rule #4 – When in Doubt, DISCLOSE!
In any transaction, or relationship for that matter, it’s always better to be up-front about EVERYthing. If you have to think about whether you should tell the “other side” about an issue or concern – in the infamous words of Nike: Just Do It! It will always come out in the wash in the end.
Rule #5 – Remember, Someone is Already Marketing Your Customer.
You know that customer, your favorite, all-time, best-friend who you adore and love working with? Odds are, someone else is admiring them from afar. Great customers are like the prettiest girls in school – they don’t go unnoticed.
Rule #6 – Finders, Minders and Grinders.
In any Company, you should have a mix of Finders, Minders and Grinders. Your Finders are the Rainmakers, the Marketing Gurus, the Big Whale Catchers. Minders are excellent at retaining and growing your existing client base. And your Grinders, well, like their name – they enjoy “grinding” out the work. Instead of identifying with one or two of these categories, try to mix-in a bit of each into your day. Coffee in the morning with a new prospect? You’re a Finder! Lunch with your favorite customer? You’re a Minder! Afternoon spent grinding out all the work you collected from both? Congrats! You’ve become all 3 in 1 day!
Rule #7 – Be a DealMAKER, NOT a Dealbreaker.
Nobody likes a party pooper, on Saturday night or Monday morning. If a colleague or customer comes to you for help, they don’t want to hear how BAD it is. They KNOW how bad it is. They want to hear how YOU are going to reorganize the problem and FIND the solution. Don’t look for ways to fail – be the reason the impossible succeeds. Be their Hero.
Rule #8 – Good Customers Beget Good Customers.
You are judged by the company you keep. Just like your Dad used to tell you, “If you lie down with dogs, you’ll come up with fleas.” Make sure your customers are more than just “contacts” – they should be the type of person you would want as a friend. And just like birds of a feather (have I mixed enough metaphors yet?), good, ethical customers will attract other good, ethical customers. And who doesn’t want to spend every day doing business with people they trust and admire?
Rule #9 – Seek Sophisticated Users of Your Products and Services.
If you offer a sophisticated product or service, market it to sophisticated consumers who appreciate the value you provide. Why settle for being considered a knock-off when you know you’re haute couture?
Rule #10 – Expose Yourself.
No, get your mind out of the gutter. I’m talking about finding a cause or organization that you’re passionate about – your passion will draw people to you, and some of those people just might be potential customers. Choose something near and dear to your heart, because your passion and leadership will ensure that you stand out from the crowd!
