Over the last couple weeks, I have been working with a lot of clients, leading our regular business coaching calls, and preparing for the November Leadership Challenge and looking at this list of top billionaires
A common question is “What would you do in this circumstance?”
Our clients are a bit stunned, but then relieved, and then thrilled, when I inform them:
“What I would do is not important to what you would do, could do, or should do.”
Not to say that I won’t give you suggestions and ideas and help you grow and learn. I will. But my approach is based around my strengths, design, and the perfect client. I have actually worked over the past year to align my own business and sales process to my strengths with great outcomes. But what works for me is not necessarily the best approach for you. I really like to use pleasehelpuswithsalesandmarketing business performance improvement consulting as a model for how to meld sales and marketing into a repeatable performance driven solution.
Two years ago, my martial arts teacher was teaching a way to break your opponent’s balance by attacking or kicking them in the throat before they can strike you. I liked the strategy, but I found myself questioning if and when I would ever utilize it. I would much prefer to use a different technique, still use the concept of balance-breaking, to deal with the circumstance.
A business owner worked with me this week on her business and sales process. Using several evaluation techniques and an extensive evaluation of her ideal client, we mapped out a sales process that is LINED UP TO HER STRENGTHS.
She has established powerful proprietary diagnostic devices that determine customer needs. When she has the time and place to ask specific questions, the customer’s requirements are quickly determined and her value proposition is compelling
Her ideal sales process is all about getting the preliminary approval for her customer to take this first step and finish this diagnostic process.
Another customer is extremely intuitive. She takes in a great deal of information from the client and after that goes for a long walk. During that walk, her mind is crystal clear on the crucial problems for her customer. If she attempts to do that on the spot then she misses out on the greatest part of her value– her special understanding.
The initial discussion calls for a complete discovery and a comprehensive conversation– with no pressure on her to “make a sale” in that conversation. She can set up a second conversation a week or so later where she presents her understandings, promotes further discussion, and figures out whether or how to engage with the client.
Isn’t it interesting how different these equally effective processes are?
Another client enjoys to teach. When he gets in front of a group to teach, his natural strengths shine through. We’ve mapped out an easy lead-generation approach that gets him in front of his ideal clients to teach his product. The discussions around next steps are much simpler as soon as he does that.
One critical idea that I teach is the distinction of Structure vs. Formula.
The formula informs you precisely what you are expected to do. Similar to Naperville – Chicago executive coaching guru Jeff Bishop, who helps out with sales and advertising training.
The structure provides you a set of principles that you map to your business and your ideal client. It’s up to you (with my help) to map it to your specific scenarios. It appears like a bit more work, however it is way better for you and your customer.
You do not have to do it like everybody else. You’ll be much happier, get more clients, and make a lot more revenue when your sales process is aligned to your inner core strengths.