SIV #061: John Ruhlin – Giftology

Is radical generosity your competitive advantage?

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Author John Ruhlin

I first heard of John Ruhlin while listening to John O’Leary’s Live Inspired podcast. I immediately bought his book Giftology on Amazon and loved it!!!

As you may know, I read about a book a week and many of them are in the sales or sales leadership arena. Often these authors take ideas from previous books and authors, aggregate them and put their own spin on them. There is nothing wrong with that and they are definitely worth reading.

Giftology, on the other hand, was completely different. I have been leading sales teams for almost 22 years and I have never even thought about some of the ideas that John lays out in his book.

I knew immediately I had to get him on the Success Is Voluntary podcast to teach us about strategic gifting and making radical generosity a key competitive advantage.

Don’t worry if those two concepts are foreign to you. They were to me too. I’ll let John explain in just a minute. Just know this, I have listened to this podcast 3 times already as I was getting it ready to publish and I’m still learning things each time.


Things John And I Talked About

  • Gifting as a competitive advantage.
  • Radical generosity/giftology
  • If you take care of the family in business, everything else takes care of itself.
  • Gifting as a repeatable system instead of being haphazard.
  • If you are liked, trusted, and top of mind, you will beat out people that might be better than you.
  • Most people ask, “What’s the least I can do?” Instead, focus on what’s the most you can do?
  • Why food/wine is the absolute worst gift you can give.
  • Why gift cards are just as bad.
  • How many impressions are you making with your gifts?
  • What the difference is between a gift and a promotional item and why John never sends promotional items.
  • Don’t deface something by putting your logo on it.
  • Don’t gift on the ABCs (Anniversaries, Birthdays, Christmas)
  • Never gift for a referral or when a deal closes.
  • The two reasons to gift:
    • Just because.
    • Thanking someone for their time.
  • Why you should never send gifts in November or December.
  • The importance of gifting in a series.
  • How to surprise and delight.
  • How to set a budget for gifting. (5-15% of profits from that client.)
  • Sending gifts to the Decision Maker’s inner circle and why that is often more effective than sending it to the Decision Maker themselves.
  • Why a $600 coffee mug makes sense.
  • The art of creating artifacts.
  • How to gift a prospect. (But first take care of your warm market, centers of influence and current clients.)

 


Books John And I Talked About

Giftology – John Ruhlin

Give and TakeAdam Grant

The BibleGod

Raving FansKen Blanchard

The 21 Laws Irrefutable Laws Of LeadershipDr. John C. Maxwell

Click on the cover below to learn more.


Where To Connect With John

TheGiversEdge.com

LinkedIn: https://www.linkedin.com/in/john-ruhlin-0b04b01/


Your Turn

What gift have you received that surprised and delighted you? Leave a comment below or shoot me an email: Tim@SuccessIsVoluntary.com

    Tim has spent the last 22 years in the VB sales world. During that time he has recruited and trained over 2,000 agents to get people to do what they should, but wouldn't do if we didn't come along. In addition to his leadership rolls at the two largest VB carriers on the planet, Tim has worked with outside organizations through consulting and sales coaching. His energetic and humorous key note addresses have also inspired and electrified audiences throughout the United States. Currently Tim is also working on his first book "Success Is Voluntary."

    Tim and the lovely Dizzy D reside in Peoria, Arizona. They have been married for 29 years and are the proud parent of two gorgeous grown young women, Brittny 27 and Victoria 25.

    Please note: I reserve the right to delete comments that are offensive or off-topic.

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