Our last dog (Buddy Guy) never really would destroy his toys. Our new dog Layla is a completely different animal. She believes her purpose in live to find and spit the stuffing out of every toy you give her.
She works the toy to find the string she can pull that will unlock the treasure that she considers success… find and pull out all the stuffing, and then move onto the next toy.
Customers can be the same. We need to understand that they have a past that affects their current decisions (a common thread), and they may work with us to achieve their goals. Once they obtain that success, what's next?.
Your goal is to provide the right service or products at the right time. Their goal is to solve a problem or create a result. How can you find a common thread that holds that relationship together?
- What is the string? – Can you empathize?
- What is the stuffing? – What's the prize or success?
- What is the next toy? – If there a time to move on?
In this episode, we will discuss how to pull that common thread that holds together the business relationship, and what happens when you (and more importantly your clients) reach the end goal!