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Kid Business

Guest post by: Brian Sullivan

Article Overview: Three Tips to Accessing Whatever and Whoever You Want.

Kid Business

"My see," were the words my two-year-old daughter Maggie used last week as she extended her arms toward an older woman sitting in the window seat on a spring break flight to Mexico last week. The adult translation of those words is, "Excuse me ma'am, your window seat is better than my middle seat. I would really love to climb over this armrest, jump on your lap, and hang out with you for a few minutes so I can look out that window. You good with that?" Now this woman was obviously well-versed in the ancient language of baby babble and knew exactly what Maggie was saying. She pulled up the armrest, held out her arms and without hesitation, Maggie plopped on her lap. They then began cloud gazing while getting to know each other.

My first reaction as a parent was one of hesitation. After all, I was a product of the "don't talk to strangers" era, and not only was Maggie talking (I think), she was bouncing on the knee of a complete stranger. My second reaction was as an adult; thinking there was no way that woman could want my drooling two-year-old climbing all over her. After several minutes of visiting, Maggie waved bye-bye to the woman and happily scampered back to her Barney video. And this was only the beginning, throughout the week Maggie sat in several more laps, high-fived countless strangers, and waved kisses to a dozen or more people she had gotten to know. As I watched this, I began thinking...at what point and at what age will Maggie become weary of new faces, put her guard up and perhaps stop trusting people she doesn't know? At what point will strangers stop randomly smiling at, waving at, and openly trusting her?

Then I thought... what a shame. Why does it all have to end? Well maybe it doesn't. While I don't expect strangers to randomly pinch our cheeks and blow us kisses walking down the street, maybe there is something we can do that will make people want to open up to us more. Because if they open up to us more, we can then learn more, influence more and serve more. So how do we do gain access to the hearts and minds of as many people as possible?

Kid Tip#1

Trust OTHERS as you did when you didn't know any better!

Trust others, and they will trust you. It's a nice little game of give and take. If your defenses are always up and are skeptical of other's intentions, other's defenses will be up, and they will be skeptical of your intentions. So this week, let's think of one person who you are reluctant to trust and TRUST them. Make the first move. Might you get burned? Yep! But I believe that when you open your doors, more good than bad will enter. And surrounded by more good than ever, you can be taken back to a time when, like Maggie, people felt even more compelled to smile at you, laugh with you and let you know that their day is better because you helped them "look out the window and into the clouds" for just a bit.

Kid Tip #2

Put yourself "out there" by being fearless.

Sure, most kids are afraid of things like green beans and cough syrup, but like Maggie, most have no problem "cold calling" people they don't know. Why? Because they don't yet have a fear of rejection. Now I'm no psychologist, but I can tell you the most successful salespeople, entrepreneurs and business leaders attack opportunities that average performers deem outlandish. So this week, think of three business opportunities or potential clients who others think you have absolutely no chance of getting. Then identify the highest person in the decision-making chain and make the call, pay the visit, send the creative email or deliver the singing telegram. I don't care how you do it; just put yourself "out there." And take comfort in knowing the TOP is not crowded. Most of your competition is too scared to take the risk that you are about to take. Another way to put yourself "out there" is to by identifying one smart person who you are dying to learn from. And I am not talking about your buddy in the office, your manager or even your current mentor. I am talking about somebody BIG. By big, I mean an author of a book or magazine article you read, the host of that business radio show you enjoy, the speaker at that last seminar...whoever! Why not? I have learned over the past few years that MOST people, regardless of their VIP status, are willing to help ANYBODY gutsy enough to ask for help. In fact, a recent guest on my weekly radio show named Cameron Johnson is now a well known author at age 23, has sold more than a dozen internet businesses, and is now a contestant on Oprah's Big Give, the number one rated show on TV. He told me about a time when he was an eight-year-old kid he sent a letter to Donald Trump, Plaza Hotel, New York City. And it was addressed just like that...no street number, name, zip code...nothing! He didn't tell his parent he was sending it, but in the letter he asked Mr. Trump if, when he came to New York, Donald would give him a tour of the room where Macaulay Culkin stayed in the movie Home Alone-Lost in New York. Well, when his family arrived at the Plaza for their NYC vacation, the hotel manager's first words were, "You must be Cameron!" Not long after, Cameron and family got a five-star tour of Cameron's favorite room by none other than Donald Trump. So what's the point? The point is that because Cameron was eight and didn't know any better, he put himself "out there" and his high-profile prospect, "The Donald," responded by giving him access. Oh, and guess how I met Cameron, a pretty high-profile guy himself? I saw him on Oprah's Big Give, thought he was cool, and put myself "out there" by asking him to be on my radio show. Now logic would say that I had little chance of him responding to my email, never mind giving me an hour interview. Well guess what...both happened. And I am smarter now as a resulting of interviewing him.

Kid Tip #3

Give Access to Expect Access.

Kids will not only talk to anybody, but they will let just about anybody talk to them. How about you? Will you give access to just about anybody? Let's face it, we are all crazy busy and don't have a ton of minutes to burn every day. But if you expect people to call you back (access), you better be somebody who calls others back. If you expect that high level decision-maker to let you in, you better let that salesperson calling on you "in." If you expect advice from that VIP, you better be willing to give advice to that rookie. Because I believe that those that get to the TOP in business and in life are those that are the most selfless. And because it is so natural for the TOP performer to give help and access to others, it is easy for them to ask for it from others. And believe me, you won't get it unless you are giving it.

So there you have it, Kids. Let's turn back the clock by trusting more, fearing less, and by opening ourselves up to those who need our help. And by acting in this childish manner, you are about to find yourself with a lot more customers, contacts, mentors and friends than you ever dreamed possible.

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Article Tags: building relationships, cold calling, communication skills, fear, insurance sales training, intentions, medical sales training, openness, precise selling, sales tactics, sales training, trust, trusting others



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