We’ve all heard the experts say that the most important person in your business is your customer, but why do they say that? What is the real reason why?
Every person who gives advice to their clients is probably suffering from the “Hidden in plain sight” issue.
Most of us have, at one time or another, said something like “Now I’ve seen it all”. Usually just after some amazing event. Here is one to beat them all.
Do clients lie or just tell untruths, and what’s the difference anyway?
Unexpected events happen to everyone, the question is: what do you do about it? The answer probably depends upon the circumstances.
Have you ever noticed that some people just don’t understand what you’re trying to tell them? You are describing the clear benefits of how your solution is the best option for them and they just don’t seem to get it.
Should you be in business for yourself? There are things every business owner, and those that aspire to business ownership, need to know. Not knowing will prevent the success you think you can have.
Why does your market seek out your advice? Most likely that’s because you are an expert in something they need to know, something outside their experience, and now they have a problem that they need to have solved. There are actually two groups who should be talking to you.
You may have started your business from the beginning, or you may have purchased an existing business – either way: how do the results you are getting now and the effort you are putting in compare with what you thought would be the case?
Many times I’ve heard people who own businesses say “I have enough business, I don’t want any more customers”. That just means they don’t realize something about those they already have.
I know a lot of people who advise others, and I see the adverts of the well-known advisers and they all seem to have one thing in common. None of them are listening to you. They don’t seem to care what you’ve already tried, what you’re good at, or what your local conditions are.
Nearly every adviser worth listening to has said that the path to higher business returns is to serve your customers, and that message has echoed around the planet for at least 100 years. Yet we still have people doing it the hard way? Why is that? After all, nobody would knowingly work harder for less, would they?
Endless books and seminars are resented in the hope that you can somehow emulate the author’s business success, assuming that they weren’t just plain lucky. There are two aspects to a successful sales process, and those courses cover only one. Here is the other important ingredient.
Every business gives advice to their market. Consulting businesses provide only advice, and every other business includes advice, even if that’s only which product best suits the current prospect. What can be done to improve how well your advice is accepted and implemented by your market?
Many in business are looking for a way to forecast results. To do this they track their financials and activities such as “Number of Sales calls” – but is there more that can be done? There are specific actions that relate to specific areas of your business so that for example you control your perceived value for money by your actions not by the price you set.
A while back I was hired by a major international airline – and one day my boss said “It’s a cash cow – milk it”. I was somewhat surprised, and in that instant I decided what would happen at the end of my current contract.
We all live with perception every day. Not just our own, we live with everyone else’s too. The problem with that is we often assume that those we live with think the same way we do. Have the same values. Are motivated by the same things. When we think a little harder we realise that isn’t so – but what does that mean for a business?
Consulting – giving advice – can be an interesting and rewarding occupation. It can also be somewhat frustrating! Are your clients listening to your advice and successfully implementing it? You may be telling them not to.