"The value of a man resides in what he gives and not in what he is capable of receiving."   - Albert Einstein

People don’t buy from someone they do not know, like, or trust.  And, depending on the product or service you offer, your prospects may be further from a purchase decision than you realize – you love and understand your business more than they ever will. 

It may seem counterintuitive, but operating your business from the perspective of "Givers Gain" is a great way to build understanding and trust with your prospects. When you genuinely give of yourself, you will actually build your business. Master networkers prove this point every day.

Here are four simple ways to give that will help build your business:

1.     Give away your products or services in exchange for testimonials. No matter how amazing you or your products, people pay more attention to what others have to say about you. Create a “contract” with a specific request for their written testimonial, and be sure to include permission for how you plan to use their comments. Actively pursue their testimonials and remember that follow-up is always the key to a successful lead-management program.

2.     Give away your products or services in exchange for referrals. When you need a new cell phone, computer, doctor, or plumber, you ask a trusted friend or business partner for a referral to reduce your risk. Reward your customers or clients with products or services they know and love when they refer you to others. Follow the guidelines above, initiating a “contract” and scheduling follow up.

3.     Write and publish articles. In general we have come to distrust most advertising, and we tend to believe what we read in published articles. Invest your time in writing articles to establish yourself as an expert. If you’re not comfortable with your own writing style, hire a professional to ghost-write articles under your direction.

4.     Give presentations. A presentation allows you to increase the understanding others have of your business and of you personally. If done well, it can increase trust in you and your business. If you need help developing your public speaking skills, consider joining groups like Toastmasters International. Dramatically increase the ROI of your presentation by giving a simple handout that asks for contact information and whether they want to learn more about your business. The next step is follow up. Enough said.

Not only does giving feel good and keep your Karma straight, it will help you build your business.  Good luck, and remember to enjoy the journey!

Keith Hicks is a Licensed Professional Business Coach with the PBCA, is CEO of Rudder Business Coaching, and has 20+ years of relevant business experience that includes positions in both large and small CPG companies and as an officer in the US Navy and Air Force Reserve.  Emails comments to keith.hicks@rudderbusinesscoaching.com or via the web site www.rudderbusinesscoaching.com.