April 16, 2018
John Ruhlin has worked with the who's who creating amazing gift strategies for client growth and retention. Today, he breaks down how anyone-from mail clerk to managing director-can master the magic of Giftology.
John Ruhlin - Creating Advocates
Gifts are not only for your client. They are also for your client's spouse, assistant or their team members, the "inner circle".
If you take care of the [client's] entire family, everything else in business seems to take care of itself. - John Ruhlin
Often times, the client's spouse doesn't always get the best side of things. The client is often traveling and speaking, go out to dinners and golf outings and long days. Anytime you can honor that relationship you are building relationships and advocates.
Discovering the Power of Gifts
John was attending college on his way to becoming a doctor. His mentor, Paul Miller was an attorney from a small town. John likens him to a Rainmaker. He was always giving away gifts and things and picking up tabs. It wasn't a sales tactic, it was just who he was. Because of this he was the most respected and liked guy in town.
[My favorite question is] Who are the 3 most important people in your world and how can I help you love on them? - John Ruhlin - client relationship building
During the summer, John interned at Cutco Knives. He figured pocket knives would be a good gift to give and pitched the idea to Paul. Paul said he'd really like to give away paring knives he could engrave. John was dumbstruck wondering why he wanted to give a kitchen tool to a powerful executive.
Target the Whole Team
Paul had discovered over 40 years in business the reason he had such success in business and with people is the fact he took care of the whole family and the business took care of itself. That was the lightbulb that went off. He realized the power of reciprocity and giving and relationship building and not just with the decision maker or CEO.
1. What have you done to stand out in business and in life?
"Spending $3 on metal business cards. The details matter."
2. What's the best advice you would give to someone to stand out in business and in life?
"Give more than is reasonable. "
3. What's the best advice you've received?
"To not walk the road alone. Give up control and not try to do everything on my own."
4. How do you want to be remembered in business and in life?
"I gave more than is reasonable. I am a man of faith and I am generous."
To hear the 10 things John says you must do to be a successful giver, download and listen to the episode!
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Jesse Cole is a passionate and engaging business leader sharing other leaders messages, tips and fresh ideas on Business Done Differently. Subscribe to hear more front runners doing it differently and remember to leave him a rating and review on iTunes.