How To Be Taken Seriously

Make sure you watch this video all the way to the end – past the credits. There are some surprises waiting for you.

We all want to be recognized for the value we provide.

Each of us can contribute, in a meaningful way, to our clients, friends and colleagues.

When that contribution goes unrecognized (or under recognized) it can contribute to bad feelings.

That’s the subject of this episode of Four Minute Fixation.

This is one of our Mailbag segments and in it, I answer a question from Dayana Muzinek, Vice President of Velocity Processing.

Dayana wants to know why her business peers do not recognize her business skills and send her more referrals.

All of us have felt this way at some point.

The reality is we cannot control how other people feel and we cannot control what other people do.

We can make every effort possible to demonstrate our greatness to them. If they do not recognize it, we need to move on and find people who do.

In this video, I provide some ways to get people to take notice of your greatness and I also stress the need to move on when people are blind to it.

Keep in mind, at best, only 10-20% of the people with whom we work will ever send us referrals. If you (and your business) are on the higher end of that spectrum, you’ll have a great deal of new revenue.

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Here is the transcript from this episode:

How To Be Taken Seriously 

Seriously? You want to be taken seriously? Give us four minutes and we’ll show you how.

Hi, it’s Dave Lorenzo and once again, we’re fixated on your questions. Today, we reach into the big old mailbag and pull out a question from Dayana Muzinek. Dayana is the vice president of Velocity Processing, a credit card processing company based in Miami, Florida. Dayana asks, “What happens when you know you provide significant value to business owners, yet the people you rely on for referrals do not understand this and dismiss you as a resource and a professional? How can I overcome this?”

This is an excellent question. We received this question in a number of different ways. Dayana is asking specifically about referrals from other business owners, because I guess that’s who she networks with and that’s who can provide her with the most valuable contact information. The way that I usually receive this question is in the form of someone who says, “I can’t get business leaders to take me seriously.” The first thing we have to do is we have to get your mind set correctly. You have to understand that you can’t control what other people think. All you can control is what you do.

Whenever you’re looking for referrals from other business owners, the best thing to do is put some money in their pocket. If you can find out from them who specifically would be a great referral for them, perhaps a referral that would deliver a huge contract, you can then connect this person with a person who would provide them with the huge contract or the money. That always makes me take someone seriously. When they refer someone to me who spends money with me, that’s a big deal to me. If you want to be taken seriously, the first thing to do is to provide them with referrals.

The second thing I would tell you is just to be yourself and try to understand where the other person is coming from. If you understand where the business owner that you want respect from is coming from, and you can relate to them on a personal level, make that connection, that person is going to find a way to respect you. Once you have a personal connection with someone, they’ll find a way to respect you. If neither one of these things do it, if you can’t refer them a big piece of business and if you do refer them a piece of business and they don’t take you seriously, or if you connect with them on a personal level, and they still aren’t showing you the love in terms of giving you referrals, then I would tell you that there’s nothing you can do and you absolutely positively shouldn’t worry about it. Remove that person from your life, check them off your list and move on to someone else.

The reality is that the 80-20 rule holds firm. I would tell you that it’s probably more like 90-10 or in some businesses, 95-5%. That is that 80% of our business is going to come from 10% of our referral sources, if you’re looking just at referrals. When I think about referral sources, I think about the 10% of people who have introduced me to folks over and over again. If you want to get referrals from people, look to people who’ve already referred you in the past, because they understand the value you provide and focus on them. Don’t spend any time at all trying to win people over other than giving them the best level of service you possibly can, introducing them to people who will do business with them, you’re demonstrating the behavior you want them to exhibit back to you, and then connecting with them on a personal level.

If you do those three things, provide phenomenal service, provide phenomenal value, right? You introduce them to people who do business with them, you model the behavior you want them to exhibit, and then third, you connect with them on a personal level. If they don’t refer business back to you, forget about it. You don’t need them, cut them out of your life, move on to the 10% of people or 5% of people who really value you, who get what you’re doing, who understand how fantastic you really are. That’s what we’re looking for. Focus on those people because they deserve you.

My name’s Dave Lorenzo, this is Four Minute Fixation and I appreciate it when you subscribe and you go to YouTube and click like on these videos. Even more importantly, make sure you watch these videos all the way to the end because sometimes, we’ll surprise you. Thanks for watching and we’ll see you again in our next episode.

Here are a few other resources you will love:

How Do I Get Started Marketing My Business?

This was the first mailbag question I answered. It is a good one. If you’ve never done any marketing, this is the place to start – with the answer to this question.

How Do I Stay Motivated?

This was a question we received from one of our viewers. Motivation is one of the keys to success as a business leader. All of us notice peaks and valleys in our motivation level from time to time. This mailbag episode addresses this issue.

Bonus Video: Four Minute Fixation Mailbag Play List

This video below (and the link above) kicks off a sequence of videos from our Four Minute Fixation mailbag playlist. Here are all the questions I’ve answered to date. Enjoy!