“Can I ask what the deciding factor was in selecting us?” I asked.

The client, sitting across the desk from me, put his hand to his chin, thinking about it for a moment.

“You guys were the only ones that came at us with a unique approach,” he said.

“That’s great,” I replied. “But what exactly? Sorry to ask, but I always like knowing what we did or did not do well.”

“Sure, no problem. I understand,” he said. “You didn’t make a recommendation or pitch a product. You came to us with questions and a solution, if and only if the results were as we wanted them. No one else approached us that way.”

“Basically, you heard us,” he said.

All of us have experienced this time and again, in business and in life. We either get the result that we want or maybe we don’t get that result.

But have you ever asked the person on the other side why?

See what they will say. Their answers may surprise you.

Many years ago, a client of mine and I were having lunch. He was sharing how he didn’t have many people he liked or enjoyed spending time with outside of his family.

“Well, I am glad I am one of those people that you like and enjoy,” I replied.

“Oh, Jeremy,” he said. “We don’t like you; we tolerate you.”

“That is fine by me!” I said with a laugh, and we went on to have a great lunch – and a stellar business relationship through the years.

Look, it’s okay to be unique. To be authentic.
In many ways, it’s the most honest thing you can do.
‘Just be who you are and who you are supposed to be.

By doing so, you also give others around you license to do the same, opening up more genuine and profound communication than you’ve ever had before.

Always be authentic – and don’t be afraid of the result!

-J.D.