PPB January 2015

49 / 108

Getting Naked: A Business Fable
About Shedding Three Fears That
Sabotage Client Loyalty
Author: Patrick Lencioni
At times, we can
be our own worst
enemies. Now,
more than at any
time in history, our
clients and
prospects have
more choices and
more accessibility
to information. As
the younger gener-
ation begins to
take the reins as buyers and decision mak-
ers, loyalty seems to have all but disap-
peared. Lencioni shares the three major
fears—fear of losing the business, fear of
feeling embarrassed and fear of feeling infe-
rior—and puts them in the context of
developing what he calls the “getting naked
model.” He further discusses the importance
of creating a transparent environment with
regards to client interaction. Censoring
feedback and avoiding difficult situations
creates an impediment to loyal clients. Not
owning up to mistakes or openly sharing
your thoughts and ideas so as not to feel
embarrassed prevents your growth. I am
amazed when I get folks to open up about
their creative ideas in my seminars and
workshops. Their ideas are often brilliant,
but they don’t want to share for fear that
people will find them stupid. When you do
this, you hurt no one but you and impede
your growth on many fronts. I also encour-
age you to find and read the poem “Our
Deepest Fear” by Marianne Williamson. It
sums up this point brilliantly.
I am blessed that many of my colleagues
are always suggesting books, blogs and webi-
nars. I embrace those suggestions and read as
many books and blogs as I can, as well as
attend education events at the PPAI Expo
and other shows, and embrace other educa-
tional venues. Essentially, I drink up knowl-
edge and I encourage you to do the same.
Correct your path, drive your business with
passion and accountability, be different, gen-
erate amazing ideas and be the very best you
can be with your customer service, and you
will be amazingly successful.
Cliff Quicksell, Jr., MAS+, serves both as a consultant and acting director
of marketing for distributor iPROMOTEu. He has been in the promotional
industry for the past 32 years in various capacities. Additionally, Quicksell
is president of his own international speaking and consulting company,
speaking, coaching and consulting on ways and methods that companies
can grow, expand and prosper. He has helped and spoken to audiences
in more than eight countries and has published two books and more
than 800 articles on sales, marketing and creativity. He can be reached
at 301-717-0615, via email at or on his
LinkedIn profile.
JANUARY 2015 • PPB • 49
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