SAMPLE VIDEO TUG JOBS

• Using third party introductions.

• Providing a letter of recommendation (objective references help build credibility)

• Displaying honesty, candor, empathy, and respect (show that you’ve done your homework, show a concern for their time and issues)

1. • Conveying win/win intent (concern for positive outcome/success for both parties)
2. • Above all, substantiate with action: o Establish a track record of follow-through.
3. o Set new norms (guidelines for expected behavior that are agreed to and that can be counted on)

Propriety.

Propriety: The customer’s perception of the appropriateness or properness of your actions with respect to them or their business. Propriety addresses the customer’s question, “Is this person behaving properly or appropriately?”

Part of exhibiting propriety is in the way you present yourself. Over half of others’ perceptions of you is based — at least initially — on your appearance. Therefore, take care in your physical appearance, mannerisms, vocabulary, and business etiquette. If your first “appearances” occur on the phone, pay special attention to your tone, enthusiasm, and vocabulary.

A second, critical part of demonstrating propriety involves your adaptability to other people. In business, the Golden Rule — “Do unto others as you would have them do unto you” — is usually inappropriate. In fact, if you treat others as you want to be treated, you may end up ignoring their needs, wants, and expectations, which may be completely different from your own.