The Best Business Advice I Ever Received
Somewhere along our professional journey we all hear that one game changing nugget of wisdom or advice that takes our business to the next level. It’s that great big “Aha Moment” that opens the floodgates to increased revenue, brand authority, and loads of happy customers.
I remember my moment as if it were yesterday. At the time, I was working for one of the top financial service companies and was visiting one of my favorite elderly clients. In random conversation, he shared with me a very important factor in building a profitable business without realizing it. He said, “Son, you will always give value to others if you always focus on being yourself and solving their biggest problem.”
That statement transformed my entire professional world. And resulted in three key things I have taught many others when it comes to building a successful business.
People First, Products Second
So many companies have sales quotas to make and they train their salespeople with a one-size-fits-all approach. Gaining a customer had everything to do with connecting in a way where I had their best interest at heart. I couldn’t genuinely do that if I didn’t take the time to get to know what was truly important to them.
I made it about their areas of need and not about sales pitches. My focus is always on identifying what they value. And then giving them a clear understanding of how what I can do to help. I was aware that not doing this will result in an unhappy customer. And even if they purchase anything from me at all, I won’t have a customer for long.
Identify the Big Problem
That amazing advice helped me see that once people knew that I was sincere in caring about their needs, I could discuss what keeps them up at night. When you earn that level of trust, it allows you to place that big problem on the table without a defensive atmosphere.
Knowing that the true value is in solving problems, I can address the issue and then provide the solution. There is a universal simplicity to making a client happy and having a profitable business. My former client helped me understand that by educating me on the value of identifying and solving a big problem.
People Buy You and the Experience
I can’t stress enough how crucial being myself has been to my success in business. Branding is essential in developing a profitable business. And staying true to myself continuously allows me to stand out in my industry. When it all comes down to it, you represent your business. Your values, your methods, and your vision is in the forefront.
The advice shared with me helped me better understand that I directly influence how my customers, my family, and the entire world views my company. I’ve learned that it all boils down to their experiences with me or my team. People remember how you made them feel more than anything. It is the overall experience that either keeps a customer or sends them heading for the hills.
These three key factors are utilized in every day of my life thanks to my old client. He is an example of the hidden wisdom that is given in the most unexpected situations. What seemed to be casual conversation to him at the time were priceless principles that have continuously contributed to my success as an entrepreneur and business owner today.