August 2002 Track Selling Times Integrity Pays
Integrity Pays:
"Integrity = Clear Conscience = More Sales"
by Alex Johnson
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(From May 2000 Track Selling Times)
Alex Johnson of AJConsulting.com is an Internet Consultant who provides Website Development and Internet Strategies for small to medium sized companies.
Integrity in business is one of the key elements to success. When your business and personal dealings are conducted with integrity, a clear conscience is maintained. With a clear conscience you can truly work for your client and his interests.
I have seen customers shrink back or show skepticism when confronted with a "slick talker" or someone who doesn't give the impression of being honest. Conversely, I believe sincere honesty and integrity are communicated to the customer or prospect in many subtle ways.
In my business of Internet strategy and consulting, bringing integrity to the job is not only important, it's vital. With so many Internet scams, it's a challenge determining the true value of a Web presence and site modifications. So it's my practice to always implement the following three principles in all of my client dealings and I recommend you do the same. They spell out how and why my integrity has helped me gain a loyal following of clients.
1. Advising customers truthfully. I always discuss my experience and knowledge of a given situation with a customer, even if they don't always immediately understand or fully agree with my position. For example, in the early days of the Internet and Web site design, many business people with little or no Internet experience were captivated by all of the "bells and whistles" of the medium. However, the 'in' gimmicks of the time such as spinning logos, frames, graphics, ticker tape messages have become largely obsolete in a very short time.
Yet many Web designers made cash windfalls by feeding a perceived need to the client which wasn't based on fact or research. My clients appreciated my honesty in explaining the truth about these gimmicks and trends. Although they were pervasive and tempting, my clients accepted my recommendations and opted for clean, functional Web sites. The irony is that while their initial investment was lessened, it put them ahead of the game because their pages haven't needed major revamping...and we've never had to remove a single spinning logo!
2. Honesty in all dealings with every customer. Work performed, accurate records, timely delivery, honest billing, and accurate forecasts for budget and needs all are vital to maintaining your personal integrity, and the integrity of your company. Clients can tell when everything "adds up" properly, and when it doesn't. They'll eventually discover anything less than total integrity. And more importantly, you will always know how you conduct yourself and your business. With honesty as your base, though, you can keep your mind focused on creative work, and not be preoccupied by client questions, making excuses, or feelings of guilt.
3. Reputation can be destroyed instantly. It's funny, it often takes an eternity to gain an "A" customer, yet takes only a single act to lose them. Problems, discrepancies or nagging doubts can lie dormant in your client's mind, only to surface instantly. You must be completely open and honest with your clients all of the time. By doing so, the small problems that end up exploding can be avoided and dealt with before doomsday, and, not surprisingly, will help strengthen your partnership.
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