\n\t\t Entrepreneur \t<\/p>\n
Over 75% of buyers will walk away from a seller who exhibits unacceptable behavior. And most sellers are never told that respect \u2014 or the lack of it \u2014 is the core issue.<\/p>\n
As the founder, I\u2019m my company\u2019s chief salesperson. In that role, staying aligned with what clients, partners and stakeholders expect isn\u2019t optional; it\u2019s the difference between growing and getting ghosted.<\/p>\n
Prospects spend significant time researching your business and evaluating whether you can address their challenges. But when they finally reach out, they\u2019re judging something deeper than features. They\u2019re looking for signs of competence, credibility and emotional intelligence. And they\u2019re assessing whether you\u2019ll treat them \u2014 and their team \u2014 with the respect they deserve.<\/p>\n
Fail that test, and you\u2019ll almost never get a second chance.<\/p>\n
Related: 4 Reasons Why Rudeness Leads to Business Failure<\/b><\/p>\nHaving respect for others isn\u2019t enough<\/h2>\n
In a recent survey conducted by my company, SalesFuel, we asked more than 2,000 senior business leaders about the supplier behaviors that cause them to disengage, withdraw or seek out a competitor. The top responses all pointed to the same root issue: respect.<\/p>\n
This attitude is understandable. Beginning a partnership with a new vendor is an angst-filled process for buyers. They want to feel heard. They want their opinions validated. They want to know that the person on the other side of the conversation values their time, business and goals.<\/p>\n
Respect communicates all of that without needing to be spelled out. But it\u2019s not just feeling respect for the other person, you have to DEMONSTRATE respect \u2014 always and in all ways.<\/b><\/p>\n
My recent trip to Japan reinforced the importance of small gestures. In Japan, respect is not merely encouraged but deeply embedded in daily life. Even the simplest interactions reflect an awareness of how one\u2019s behavior affects others. Public spaces are intentionally quiet. A verbal apology is accompanied by a deep bow that signals the depth of your sincerity.<\/p>\n
In North America, for example, buyers don\u2019t expect the same gestures. But they notice the absence of respect.<\/p>\n
When suppliers fall short of expectations, buyers are quick to react. Our research reveals that the following seller behaviors can cause a buyer to move on to another potential partner:<\/p>\n
Treating their support staff poorly: 39%<\/p>\n<\/li>\n
Poor etiquette or social skills: 33%<\/p>\n<\/li>\n
Ignoring emails and calls: 31%<\/p>\n<\/li>\n
Treating a buyer like they are too small to matter: 28%<\/p>\n<\/li>\n
Being late for meetings and calls: 28%<\/p>\n<\/li>\n<\/ul>\n
The clumsy, amateurish use of AI can also come across as disrespectful. For example, I recently received a thank\u2011you note after delivering a high\u2011scoring keynote at a conference. Its canned, templated language lacked warmth and was obviously generated by AI. The sender\u2019s lack of effort to include important details made me question their sincerity.<\/p>\n
Related: The Many Ways Being Kind Leads to Success<\/b><\/p>\nTranslate intent to action<\/h2>\n
Seeing another part of the world has enabled me to see the world differently. And the research shows that people on this side of the world are ready for a culture change. It should seem obvious in theory, but it too often doesn\u2019t carry through in practice.<\/p>\n
My father taught me that everyone, from the CEO to the janitor, deserves to be treated with dignity and respect. I try to demonstrate respect to everyone, whether they can benefit me or not, but there is always room for improvement.<\/p>\n
Like the trains in Japan, I\u2019m making a greater effort to always start meetings on time \u2014 showing respect for the attendees\u2019 busy schedules.<\/p>\n
I take more time preparing for meetings so I can always show up when I show up. An eventual sale may be on my mind, but I show appropriate curiosity about the person I\u2019m meeting with, not just their business. Instead of rushing in facts about my company and product line, I focus more on listening deeply and asking follow-up questions about what they\u2019ve told me about theirs.<\/p>\n
When I have the chance to meet with someone in person, I make greater eye contact. My phone stays in my pocket, unless I need it to get an answer for them. I focus on having a real conversation because they aren\u2019t interested in hearing a canned pitch or information they could have easily gotten from AI.<\/p>\n
I\u2019ve also been coaching my staff, especially client\u2011facing teams, on how to engage respectfully with others \u2014 including how to stay gracious and professional when people are rude, difficult or unrealistic.<\/p>\n
I hired a consultant to help us sharpen our social skills and business etiquette, and I feel so strongly about this that we\u2019ve adopted a formal code of civility at my company.<\/p>\n
These investments have paid off. We\u2019ve noticed that taking the small amount of extra time to be respectful has allowed us to feel better about ourselves and others. And we\u2019ve noticed that our efforts generate respectful behavior in return.<\/p>\n
Related: 6 Ways to Exceed Your Customer\u2019s Expectations Just With Good Manners<\/b><\/p>\nWhy showing respect matters<\/h2>\n
People are tired of rude and uncivil behavior, especially in professional settings.<\/p>\n
We recently posted an article about workplace civility. The high levels of traffic and click-throughs show that interest in this topic is growing.<\/p>\n
Social norms may have changed in the past 20 years in the Western world. But few people, including prospects, will fault you for showing respect. On the other hand, plenty will walk away if you\u2019re in any way perceived as rude, inattentive or dismissive.<\/p>\n
Respect isn\u2019t just about good manners. It isn\u2019t just a soft skill. Respect is an operational asset<\/b> \u2014 and one of the most impactful core competencies you can develop.<\/p>\n<\/p><\/div>\n