Businesses have problems and they’re always looking for ways to solve them.
When’s the last time you asked one of your customers, “What problems or hurdles are you facing right now?”
By posing this simple question, you will likely discover something new and strengthen your relationship with your customers, especially if you can find a way to solve that problem. And just by asking this question you will open up a whole new relationship with your clients.
Customers Value Problem Solving
What tops the list in Geoffrey James’ Sales Source column “10 Things Every Customers Want,” which is based on recent research from The Rain Group?
Bringing new perspectives and ideas.
Here’s what James writes about this concept:
“If customers could diagnose their own problems and come up with workable solutions on their own, they would do so. The reason that they’re turning to you and your firm is that they’re stuck and need your help. Therefore, you must be able to bring something new to the table.”
We’re back where we started: Businesses have problems and need solutions, which is where you have an opportunity to step in and be the hero of the day.
This Approach Works
In her book Lean In, Facebook’s Chief Operating Officer Sheryl Sandberg mentions how now VP of Human Resources and Recruiting Lori Goler came to work at Facebook.
Instead of selling Sandberg on her skills and experience or how Facebook would benefit from her employment, Goler asked Sandberg, “What is your biggest problem and can I help solve it?”
Sandberg was so impressed with this approach that she hired Goler, who later was asked to lead HR only a few months after working there.
While this isn’t a story of one company selling to another, the message is clear: Help others solve problems to become an important player in their success.
Time for Action
Ask one of your customers this week to identify their biggest problem. If your company doesn’t have a product or service that can be part of the solution, maybe you can create a new product or can connect your customer to someone that can solve it.
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What can you do today so that your business will be appealing to buyers when you want to sell it? Learn when you download a free copy of Building and Exiting a Desirable Business today.
