Issue 016: What View do You See?

“It all begins and ends in your mind. What you give power to has power over you.”
– Leon Brown

Happy August!

Three times in July I moved my deck furniture for some type of exterior maintenance work on my townhouse, which is one of the benefits of an HOA community. My next-door neighbor stopped me one day ranting about the three-day notice to move plants, décor, outdoor rug, and furniture. With the third project, we had two and a half extra days to prepare compared to the 12 hours we had with the first project.

The minimal advance notice had me thinking about the company that had been hired. When was the last time they updated their systems? And did my business systems need a once-over?

1. View from a client’s perspective. Each time I had to move the wrought iron and glass table I needed help. How many neighbors had the same dilemma? Without an end date on the work notice, how long would the project take? As these questions surfaced, I thought about my systems. Do I give enough time for a client or future client to get ready for the next step? Are the next steps in the process clear? Does the client know what to expect? Do I have any touchpoints that can confuse or frustrate a client?
   

2. A choice to change. Maya Angelou said, “If you don’t like something, change it.” We have a choice in our attitude and how we will handle the situation from both sides of the fence, as a customer or as a professional. Several times I’ve heard a colleague say “Oh, he’s not going to buy.” Or “That won’t work.” This colleague made a choice without asking the first question. The choice was to believe the potential buyer wouldn’t buy or the idea wouldn’t work. If you can’t change the situation, change the mindset.
   

3. Look for results. Whatever the situation ask, “What are the end results you want?” In the townhouse projects, the exterior maintenance would be finished. I didn’t have to do the physical work. That made me happy because a paintbrush in my hand is not a good thing. The inconvenience of the late notice was worth the result. Or switching to a business outlook, what are the end results your clients want? What would be worth it to them?

The next time you’re a customer what’s your viewpoint of the company’s systems or touchpoints.

1. What could be missing?

2. Could the company’s touchpoints give you an idea for your business or service?

3. What would you change?

Yes, I’ll give my business systems a review. Will you?

Could your sales conversation use a few revenue-driven strategies?

If your sales are not where you want them to be, you’ll want to check out my new workshop, 5 Ways to Rejection Proof Your Sales Workshop. You can get a VIP Early Seat plus a Bonus Sales Toolkit by registering before Aug. 7th.

Until next time, have a Bounce-Up™ day!