As a business owner, you deal with dozens of “internal” issues every day: Human resources, equipment, inventory, product/service quality, taxes, benefits, etc. These become so engrossing that we sometimes forget about the real needs of our customers.
Last week, sales expert Mark Hunter shared a really smart idea in a short blog post. It begins this way: “When you help your customers achieve what seems unreachable, you are paving the way for both of you to succeed.”
What he’s saying is that we need to go beyond the benefits of what we sell and consider the outcome our customer truly wants.
In some cases, it’s intuitive; all we have to do is put ourselves in our customer’s shoes and see the world from her point of view. Sometimes it requires us to ask the customer deeper questions to get her to verbalize a goal that may initially seem unreachable.
If we’re able to collaborate with her on this profound level and move her closer to her ultimate vision, we’re far more likely to have a customer for life!
Note: “Fresh Ideas” are published each week by Countybank and its family of financial service companies. With financial centers in Greenville and Greenwood, Countybank has a team of highly engaged professionals ready to bring a full scope of financial solutions designed to help families and business owners reach their goals.