Most people think of ROI as “return-on-investment,” but thanks to my friend Jerry Van Rossum, I now think of ROI as “return-on-involvement.”
In other words, you get what you give.
Even traditional relationships such as friendships and marriages blossom with a return-on-involvement arrangement.
Loads of research suggests that the best parents make sure to spend quality time with their children. They know the importance of not being “absent” guardians.
Good salespeople are aware that it’s critical to be involved with the customers concerns and issues rather than make a habit of “drive-by” visits.
A story explains it best
There’s an old chestnut about a window salesman who had finally been asked to leave his low-rent territory to call on the owner of the biggest mansion in town.
The salesman was practically giddy as he pulled into the mansion’s circular drive. This was going to be the biggest sale of his career! Why the commission from this sale would be more money than he made the entire first half of the year!
The seller was so focused on his return-on-investment–how much he would be compensated for the time he spent selling his services, that he forgot to focus on return-on-involvement–that if he simply engaged the prospect and gave him the right kind of attention, things would work out for both parties.
It’s okay to pursue an ROI, as long as you don’t forget to be involved.