By Michael Walsh

You always need a relationship sufficient to do commerce. The larger the level of commerce, the stronger the relationship needs to be.

I am not speaking of personal relationships, but professional relationships. Relationships that are based on your customer's confidence in your ability to do what you say, and that what you propose will be a good deal for them. That it is a better deal for them to give you their money, rather than keep it in their pockets, or give it to your competitors.

One of the basic elements in developing an initial relationship is the Credo (from module 1 of our popular program - The Business Builder(TM)). In a credo, you answer 4 basic questions about yourself in your business:

   1. Who am I?
   2. What do I do?
   3. Who are my customers?
   4. How do they benefit (from their perspective)?

Done simply and effectively, a well-constructed credo helps entrepreneurs open doors and initiate conversations with new potential customers.
Who Are You?

The first question within the credo is - Who am I? At the most simple level, this is your name, your company name, and the nature of your company. This is as far as most people get.

Let's dig deeper, because it has a huge payoff, long term. Who are you, really?

One of the components of effective enrollment is to develop a connection with your customer, and with what is important to them.
Part of connecting with others is to share with them … what's important to you.

Here are some questions to consider:

1. What lights you up, when you talk about it?
2. If you could do whatever you wanted, what would you be doing?
3. What gives you energy, that you love to do, or that you love to participate in?
4. What is your "unique ability"?
5. With whom (what types of people) do you really enjoy working, playing, interacting?
6. What truly inspires you?

By spelling out what inspires you, and from what or where you get your energy, you will be more readily available to share that with others. Doing that will develop stronger connections and networks as you gain and keep more customers at a profit, while you grow your business consistent with your goals and commitments in life.