National Clothesline

Perhaps you’ve heard it said that in order to get what you want you must first make sure that others get what they want. But have you given this any serious thought and have you actually applied it to your business?

There are certain conditions of exchange that apply in any business transaction.

I didn’t make these up… they’ve been out there for sometime but they bear consideration, analysis and ultimately implementation if you wish to take your business to a higher level.

To give goods or services and to get goods or services in return constitutes an exchange in the broadest sense.

The way in which the exchange is carried out will often determine whether there are further exchanges or not and obviously, in business, it’s best to have exchanges often and repeated. That’s what you want… customers coming through your door every day exchanging their hard earned cash for freshly cleaned clothing.

Criminal exchange is taking something for nothing. There is no real exchange involved.

For example, a man walks into a 7-Eleven store and pulls a gun on the clerk behind the counter. The crook takes all the money from the cash register and runs out of the store. The crook has given nothing in exchange for the money. This is “rip-off” exchange.

An organization that collects fees for a service or product and never delivers is also engaging in criminal exchange.

Some believe that tax collection is an example of criminal exchange, as well. Come April 15 every year, I tend to agree.

Partial exchange is the act of delivering less than what was agreed upon or expected. This can involve the delivery of only part of the product, a flawed product, or a product which is not completely functional.

The same applies to a service contract. If a job is not done satisfactorily or as promised, the result is a partial exchange.

Let’s say you take your overheating car to a mechanic. He replaces a worn belt with another used belt, but charges you for a new belt. This is partial exchange.

Meanwhile, at your cleaning plant, instead of doing assigned work projects your closing counter attendant reads a magazine, surfs the net or makes personal calls while being paid. Again, you’re not getting your full money’s worth, only part of it. Although it is better than a criminal exchange, partial exchange is not at all acceptable in business or in everyday life.

Fair exchange involves selling and collecting money for a specific product or service and delivering exactly what has been sold. Most successful businesses and activities operate on the basis of fair exchange.

Here are a few examples: You pay for a dozen fresh eggs… you get a dozen fresh eggs. A $10-per-hour employee works 40 hours of normal work and is paid $400. You pay your power bill and get electricity.

In each case, there is nothing unusual or special about the quality of the product or service and nothing unusual about the transaction — it is all quite fair and ordinary. These are snapshots of business as usual.

Exchange in abundance is the highest condition of exchange. It does not include a two-for-one offer or an offer of free service since these are simply enticements to bring in business. Instead, it involves giving something more valuable than the money, which was received for the product or service. It means you deliver something more than the buyer paid for or expected. Unfortunately this condition of exchange is not common.

For example, you pay an artist for a painting. The artist then frames it for you at no extra charge.

You invest with a real estate group expecting a 12 percent return each year and get 15 percent instead.

A newlywed couple arrives at a seaside hotel for their wedding night.

Since they are just starting out, they could only afford a standard suite. The manager, seeing that this is their wedding night, arranges for them to stay for tonight in the “Honeymoon Suite.”

When they get up there, they see that a bottle of champagne is chilled and waiting, as well as a beautiful floral arrangement. And everywhere they walk around the hotel, the staff greets them as “Mr. and Mrs.” They feel truly taken care of.

An employee not only does all of her own work, she trains a new employee, works on her day off when another employee calls in sick and assumes new management responsibilities without demanding more pay.

Exchange involves valuables for valuables. In life, exchange occurs in many ways. A business generally receives money in exchange for a Valuable Final Product; however, the principles of exchange apply to friendship, sports, goodwill or church activities as well as business transactions. People exchange with their family, friends and country as well as their business.

You can exchange in abundance with your husband, wife, children, parents and employees, or perhaps you could provide a worthwhile exchange to mankind in general. Truthfully, there is no real limit to the valuable things you can provide.

Several months ago, I joined a network marketing organization.

Although the products are both unique and proprietary, I knew very little about the company, itself, and even less about the individuals who saw fit to sponsor me. Little did I know at the time, but I was about to experience exchange in abundance.

Last week I received an e-mail congratulating me on the new clients I had brought into my organization, which was odd since I knew I hadn’t signed anyone in more than a week.

So I decided to log in to my website and check my back office. When I opened my files I was stunned to see that 12 new clients had been added to my down line.

For each one I will receive a bonus of $100 cash, not to mention the ongoing residual earnings they will collectively generate.

I had just received a gift in abundance from my sponsors. Why would they do such a thing? It’s really no secret. They realize that they won’t be successful until those below them are experiencing success. As it turns out, they’ve done this kind of thing before and it always pays them back in full and then some!

How can you practice exchange in abundance in your business?

Here’s a challenge. Don’t be content to just offer a fair exchange. That’s what most legitimate businesses do. Instead, be as creative as you can.

Set yourself apart. Pleasantly surprise or even shock your customers with totally outrageous exchanges.

Please share your stories with me. I’d love to hear the results.