“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”
– Maya Angelou
On this last day of Women History Month 2021, let’s pause to celebrate the woman behind these words and apply them to how we approach business.
The Problem:
Many business owners focus on the next contract/award and invest little time making sure their approach to solving the client’s pain point. Remember, the goal is to take the pain away! The client hired you because your expertise and solution are going to better their situation.
Yes, the client is going to consider how much you are charging them to fix their problem and how fast you will be able to get rid of it. Some clients may even consider your plan of action against other options. Still, at the end of the day, the client will make an emotional decision based on your ability to convince them that you are the right person for the job!
The Solution: Investing in an analysis of your business processes.
Your client – the person – comes first!
Oh, but wait, you already got this right?!
But, as the business owner, executive, or person responsible for business development, is your strategy for the business emulated through your staff?
You need to certify that a repeatable process is in place to ensure that you, the business owner, are not the only person who cares about the client’s wellbeing throughout the engagement process. For example, your staff may warrant sales training. How sales tactics are executed and ensuring the client’s needs are met are two different strategies.
“Never make someone a priority when all you are to them is an option.”
– Maya Angelou
I have a saying: “I do business with people, not the company.”
People decide whether they want to work with me, not IMS, even those who don’t know me personally.
When a client is considering your business, ask yourself if the client will have second thoughts if:
- You can’t articulate and empathize with the client’s need
- The solution(s) offered make it evident that you haven’t listened to the client’s need
- What the client hears from you (or feels from you) will be different than others on your staff
Bonus:
If everything else is in place, and you don’t get the contract, the worry about it!
Posted by Dr. Drena Valentine to LinkedIn on March 31st, 2021
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