Proactive Problem Solving
Your customers want to know you’re thinking about them. And they want your help with identifying and solving their problems. So, make it a priority to reach out regularly as a consultant or advisor; as a friend would, not as a vendor or salesperson. Ask your customers about their struggles, their victories, any recent realizations they’ve had or lessons they’ve learned. And how are all of those affecting their businesses and their lives?
I seldom have success when asking “how can I help you?” and even less with “may I help you?” Both of those questions suggest that I expect my client to uncover the cause of their problem. Instead, I often present concerns that other companies or industries have. Then, if my client is dealing with the same type of trouble, we can talk about solutions that have worked for others. And I get more clients to buy-in when I provide proof that those solutions worked. |
