Your customer doesn’t care what title is on your business card, what school you went to or what your grade point average was. He wants one thing:
His problem solved.
It sounds so simple, yet most companies can’t do it.
So often, we tell customers what we think they should want instead of listening to them.
How to succeed in 3 easy steps:
1) Understand exactly what your customer’s problem is:
Mr. & Mrs. Smith want to buy a restored 1965 blue Mustang convertible for $35,000.
2) Honestly assess if you can solve it:
Tom Dealer has connections with rare auto dealers across the nation and can find the best vintage cars at the lowest prices.
3) Determine if you’re willing to – and if you can do it quickly, cheaply, and/or with the best service:
The Smiths and Tom Dealer seem compatible. But if Tom doesn’t act, the Smiths will find someone who can.
This is a variation of finding the job no one wants and excelling at it.
Anyone can say she’s going to solve the problem.
Be different: actually do it.
