As you may know, James Kane was the keynote speaker at the 2010 and 2011 Leadership Summits. His presentations are so inspiringt that SLA is bringing him back again, this time as a keynoter for the 2011 Annual conference in Philadelphia.
Past President Marilyn Bromley attended the 2011 Leadership Summit, and took notes at Kane's speech. To give you a taste of what James Kane is all about, she thought she would share her notes with you from the Leadership Summit:
Building and Maintaining Loyal Relationships
All relationships fall into 1 of 4 levels:
1. Antagonistic: you don’t just dislike the person, product or service,
you tell everyone just how much.
2. Transactional: equal exchanges with no further obligations. You
provide a service, the customer pays you for it, you’re even.
Neither side feels indebted to the other.
3. Predisposed: the customer is content and satisfied. They will stay
with you until something better comes along. No long-term loyalty
exists.
4. Loyal: we are loyal to those who are indispensable, who have our
best interests at heart, who we trust and view as partners and
advisors.
Satisfaction – is a mood, is about the past, is about what you do for them.
Cats are satisfied.
Loyalty – is a behavior, is about the future, is about what they do for you. Dogs are loyal.
Trust is the bedrock of a loyal relationship, but it isn’t the end-all.
Your customers expect you to be trustworthy, to be competent, to be able to address their needs, to be fair and honest and ethical, to be consistent.
And you don’t get credit for being these things – your customers expect it.
“The real key to building and maintaining a loyal relationship is conveying a sense of belonging. Recognizing everyone as unique individuals. Having insight into their hopes and fears, challenges and opportunities. Being proactive in solving their problems before they ask for help. Offering them an identity they can relate to or aspire to, through common andaligned interests. Making them feel included, wanted, appreciated andvaluable.”
Books by Jim Kane, coming in 2010
The Loyalty Switch: how to turn anyone into a devoted customer, committed employee, supportive partner, faithful follower and raving advocate
Virtually Loyal: the secret to creating loyal customers online