All about me
A very good client starts most meetings by explaining to everyone in the room "now it's all about me." He chuckles but is dead serious and wants everyone in the room to understand why we are there. I prefer this approach to the more subtle ones. My client asks questions like: "That's great but how does it help me?" "So what are we going to do to help me today?" "How will you save me more money with this?"
Another crusty but incredibly loyal client said, upon my introduction of a new person: "How will he help us?" A perfect question.
This is what every client is thinking but so many don't actually articulate the sentiment. And too often we are lulled into thinking it is all about us. After all, we work hard, we do a good job. The client appreciates that, right? Wrong. There is nice and there is useful. Useful trumps nice every single time. Never tell yourself anything different.
I love employees who try to make themselves indispensable to clients. They offer to help, they respond quickly and accurately, they prepare and anticipate questions. They get it. They understand what our very good client explains: It's all about me.
Another crusty but incredibly loyal client said, upon my introduction of a new person: "How will he help us?" A perfect question.
This is what every client is thinking but so many don't actually articulate the sentiment. And too often we are lulled into thinking it is all about us. After all, we work hard, we do a good job. The client appreciates that, right? Wrong. There is nice and there is useful. Useful trumps nice every single time. Never tell yourself anything different.
I love employees who try to make themselves indispensable to clients. They offer to help, they respond quickly and accurately, they prepare and anticipate questions. They get it. They understand what our very good client explains: It's all about me.
Excellent. E.
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