- Jerry Phillips
It's Not An Either-Or Situation
It’s not an either-or situation. This weekend we drove to Kansas to see our mothers and celebrate my mother’s 94th birthday. We love Austin and have lived there for 18 years now. We grew up in Kansas and spending time here can be relaxing and enjoyable. My mother asked if I missed Kansas and wanted to move back. My answer was “No!” but the reason isn’t Austin is better than Abilene, or anything like that. It’s not an either-or situation. I love both areas. The area I grew up in, and the area that we chose to live in. I don’t have to hate one to love the other.
My business partner and I met recently with the sole focus being how do we grow our business. We work in the business daily, but its more challenging for us to work on the business. By blocking time on our calendars for working on the business we were able to make substantial changes.
We reviewed all our past client work and the prospecting we are doing. We realized very quickly that our offering is similar for all our clients, but the problems we solve are individualized for each client. It’s easy to fall into a trap of offering one solution for everyone. It’s either take it or leave it. That may be great for some, but it doesn’t work for us. We go to where the client needs the solution. It is not an either-or situation. It’s all inclusive.
When you work with your customers do you lock into what you sell or do you understand their needs and use your solution to solve it? Does your pain solution look more like a hammer that you are using to force your customer/prospect to accept your solution, or do you mold your solution to fit their need? Selling is simple. It’s finding the customer pain point and helping them solve it with your solution.
We don’t see ourselves moving back to Kansas, although I don’t want to say never. I do love my home in Kansas. It’s the basis for my life and career. However, that is not my home now. Austin is and I love where we live now. I can love them both. Its not either-or. I’d suggest you look at your business interactions the same way.