Posts Tagged ‘problem solving’
How to make your business pass the So What test?
New year, new you, new resolutions, new goals. But all in the service of what, exactly? As you start the new year – or any new day – make sure you know why you do the things you do and why others should take interest. Make sure your business passes the so what test. What…
Read MoreIt’s easy to find out what your clients value
Value is a highly subjective attribute. It is about significance, worth, and usefulness. And each person makes these determinations in their way. When you are writing your value proposition, and are deciding what your clients want to accomplish, don’t forget to consider their personal needs. Personal Value When I train clients on writing their value…
Read MoreHow will your clients replace you?
Not all competitors are direct competitors. You are not only competing against people whose business cards have the same words as yours does. Your clients could also find a whole new option or direction that eliminates their need to hire you at all. Understand how you can be replaced. Replacement competition There are various ways…
Read MoreHow to always learn from failure
It is a common trope that failure is a lesson. The question is: are we learning it? In school, we had lesson plans, curricula, lectures, and homework. To truly learn our lessons from failure – or mistakes, or problems, or imperfections – we need a lesson plan. When you find that something has gone wrong…
Read MoreWhy You Need To Be Loud … Remotely
Working from home, remote working, staying at home while trying to work… whatever you call it, some version of the home office is probably here to stay. When you were at the office, you were physically present and could be seen at your desk, in meetings, and doing all the work things. Now your presence…
Read MoreYour Ideal Client
Might have red hair, or be a company with fifty employees, or drive a Honda. Your ideal client might have a certain job title, be in a particular marital status, have a particular responsibility. Different companies and products will have different essentials to describe their ideal clients. Each list of “must-haves” and “nice-to-haves” will be…
Read MoreBe The Best Option
People have options in life. Whenever you buy a product or service, you choose what to buy, based on the issue you want resolved. Your clients are the same, they have choices. You may know that you are the best and obvious choice for them, but here’s the problem: all of your competitors know that…
Read MoreProblem Solving Sales
This is where we are now. Selling is about buying, and the solution is about the problem. A solid sales approach is about more than matching the customer to the product. We now look at sales process, implementation, delivery, use and all touch points as part of the problem solving. A Subtle Change What is…
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