Continuing from last week…
Number Six: Be a Problem Solver
The most successful entrepreneurs know that their success is in no small way a result of being able to solve the problems of their clientele. I remember a sales manager a long ago telling me that every discontented client created two opportunities for me. It created an opportunity for me to solve a problem that could benefit countless others, and it created an opportunity for me to develop a deeper relationship with the client.
Those words have been extremely helpful to me in my entrepreneurial career. Even solving the problems I face in managing my own business can create opportunities for me to solve similar problems with other clients. Sometimes opening the door to a new client is as easy as sharing a successful resolution to a basic business issue we faced in our business.
It goes back to the features and benefits profile. Remember that the features of your product or service are not what clients are looking for – it’s the benefits. The ‘what’s in it for me’ question will be the one that hits home for the client or prospect. So, imagine how your product or service benefits the client. What will it do to solve their problem, lower their stress, or allow them to focus their energies on tasks they enjoy or that produce them real profits.
We learn by doing; we expand our knowledge by doing; and we differentiate ourselves with the way we address problems and solutions.
Make note of your problem solving talents; share them on your blog, monthly newsletter or eZine and help others understand your level of commitment and value in solving business problems.
Jeannine Grich, owner of Accurate Business Services, a VA practice, is an author, writer, speaker and VA Business Coach, specializing in providing professional business coaching to established and start-up virtual assistants (VA’s). Visit: http://www.VAbizcoach.com; or contact her at: http://vabizcoach.com/contact-us/.