From the Center for Strategic Relations, a twice-monthly supplement to Applying Strategic Relations, mailed at your request

The Influence Of Commitment

Last month you received a lesson that taught you how to build a foundation for multiple buying interactions. This issue covers something so critical that I have delayed lead generation strategies until June.

Today's lesson is so important because it explains how your commitment can influence your employees to attract the best most attractive customers for your company.

May's lesson will show you how to quantify these changes so that you will be able to measure your yield more accurately. These lessons are critical to implementing many of the strategies shared with you in this newsletter.

Without an understanding of how your promises influence people, how will you move employees to attract prospects closer to your business? Read this message carefully for the answer.


Justin Hitt
Consultant, Author & Speaker

Ps. Can't wait until June for lead generation strategies that cultivate new customer relationships? Give me just 1 hour on the phone and I'll have you generating more leads by the end of April. Write for a no obligation call; only good for the next five business days.

Are You Sending The Wrong Message? How You Are Defined By The Commitments You Keep

By Justin Hitt, Strategic Relations Consultant,

What you say and do determines your standing in any social group. Results produced by any course of action you take define you as a person. To improve your ability to reach the results you desire, you must understand the message you convey through your commitments.

First, understand what it means to make a commitment. A commitment is a dedication of certain resources to fill a pledge. Those resources can be time, money, or effort. A commitment represents your personal guarantee to a course of action.

The reason commitments are so important is that they are unwritten contracts to undertake a particular actions. When you commit to something, others put faith in your word. They see you as dedicated to your decision, which further obligates you to your pledge.

Unfortunately individuals over estimate their resources and fail to perform. How often do you see individuals who commit to one thing, but do another? Many under perform because they lack clear priorities or focus. Some even make too many commitments that stretch their resource too thin.

Next, understand how commitments influence social perception. The commitments you undertake in life define everything about you as an individual. Each time you engage in one activity over another, you are demonstrating your interest and purpose.

If you want to be a reliable and influential person, you must accept commitments that convey this message. It is important to be aware of your resources, and commit to only those things you can realistically accomplish. Grow your influence by fulfilling your commitments in a manner consistent with the target audience expectations.

Observe that individuals who fulfill their commitments are seen as being more skillful or reliable than they actually are. A failed commitment creates a judgment against your abilities to perform. Living up to commitments is extremely critical if you want to influence the behavior of others.

Unclear commitments are perhaps the most dangerous. Implying that you will do something builds the expectation that you will; sometimes without you even being aware that you have obligated yourself.

If you are going to commit to anything, be clear about your commitment in every detail. Your own actions and communications help others be clear of your intentions.

If you want to send the best message, then be known for doing a few things well. This allows you to focus your resources to produce desired results in areas that produce the greatest return. It is always better to be good at a few things than mediocre at many.

This is so important to executives because if you want to influence the behavior of prospect, you must first start with your own commitments. Like a pebble dropped in calm still waters -- the initial splash may be unpleasant, but change induced will ripple out through the organization as employees adopt this new behavior.

These behaviors influence how employees see your company and what messages they convey to prospective customers. By positively fulfilling your own commitments, you set precedence for the commitments of your employees while defining who you are as a leader.

© 2004 JWH Consolidated LLC dba Center for Strategic Relations, All rights reserved.
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Justin Hitt is a strategic relations consultant and coach. Helping executives expand their business through profitable more valuable customers. Call for consultation at +1 (877) 207-3798

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