Are YOU an ASKER, or Are YOU a TELLER? Be Honest….

I have a cautionary question for you, about your business;
how much are you talking about what interests you vs.
what interests…them?

Has this ever happened to you?

I remember walking into a local computer sales shop (I try to
support local any chance I can), looking for a new laptop.

I was greeted by the owners son with a “hello can I help
you find something today?”  I simply replied “yes, I am looking
for a new laptop”.

For the next 25, or so, minutes I received a condensed PHD in
computer science, storage, RAM, Chips, and more.

Overwhelmed-bored-frustrated, I simple thanked him for the info.
and left.

Business owners tend to focus inward, on products, on services,
on the business itself. The challenge is to focus outward, on
consumer/client/user interests, thoughts, conversations occurring
in their minds, and the way they make decisions.

So - how do we go about doing this?

First, you need to make sure EVERYONE in your business is on the
same page and ready to follow your lead.

Next, everyone should shelve their internal knowledge and old
habits of just spewing information.

Finally, and the real meat of this, create a list of 3-5 questions
that everyone can ask a customer BEFORE making any assumptions.

Example of what should have taken place when I arrived at the
computer store: (after exchanging pleasantries)

1) Do you currently own a computer?

2) What is the most important feature you want from this new purchase.

3) What would you be using this computer for?

4) Anybody else using this computer, and what would they
be using it for?

Bonus:
If someone says “I don’t know”.  Try this…”I know you may not
know, but if you did know …what would it be?”

You will be shocked at the results this little question
can make.

In short, true understanding of the customer’s thoughts and
emotions is far more important than anything else.

Understanding your customer may not be easy. But that is your job.

Which is why you must read what they read, watch what they watch,
hang out where they hang out, listen as they talk, shop where they
shop.
Dedicated To Increasing Your Cash Flow
Chad & Karry