Give to Get
Many years ago, as I was coming out from my office in the 100-story John Hancock Building in downtown Chicago, I found myself hailing a taxi in the City of Big Shoulders. As the taxi pulled up, I put my briefcase in the back, told him my destination, and made myself comfortable for the trip. As I watched the high-rise buildings of Chicago pass by, I heard something that helped me realize how I could help this gentleman. Or, as is the case here, didn’t hear something. This particular taxi driver was silent for most of the trip, other than asking me my destination.
Now, I’m in the growth business, and I’m always interested in helping those around me make the most of their job. In a service-oriented job like this, making a connection with the customer is important; I call this the “give to get” connection. You want to get tips? Then give the customer a reason. Communicate with them. I initiated the conversation, and after a little small-talk, asked, “Would you like to make more money?” After his affirmation, I told him of the nine magic words that will raise his income, if he used it when people entered his cab:
“Welcome to Chicago. The friendliest city in the world!”
As the drive came to an end, I thanked him, got out of the taxi and paid my fare. Unbeknownst to me, our paths would cross again.
I travel frequently, and one day down the road, I actually ran into the same cabbie. This time, he was using the magic words, and making conversation. He remembered me. I asked him how business was, and if his new introduction was helping him. I’ll never forget his reply: “My tips have gone up 20%.”
That is the power of “Give to Get.”
Questions for Reflection:
How will you Give to Get?
What do you feel this would do for your brand reputation?
What ‘magic words’ would you give to yourself right now?
