One small adjustment in how you offer your services to customers, clients and prospects can make a big difference. Consider how this applies…even on a taxi ride.
This last week, I held a Skype presentation skills coaching session for a senior executive at a major global corporation. Because of his position, he’s an exceptionally busy man. My goal is not only to give him valuable tools and techniques but to deliver those tools and techniques in a way that he can absorb and implement them. The last thing people need is information that’s irrelevant or in a form they can’t use.
The coaching session went well and at the end I asked him, “Would it be helpful for me to send you a recap of the key points?” His answer was yes. My next question, “What would be most useful to you? A PDF, an email with the key points, or a little notebook which you can take with you?”
customization & care will set you apart.
So….
1) Think of the different ways you might deliver your product or service and offer the options.
- “Would you like me to send it by snail mail, email or post it on a private membership website?”
- “Would you like updates weekly, monthly or quarterly?”
- “Would you prefer a diagram, a picture or a list?”
- “Would it be helpful if I did XYZ or would you prefer that I do ABC?”
or…one of my all time favorites,
- “What would have to happen on this call (or ‘in this session’ or ‘at this meeting’ or ‘as a result of this keynote’) for you to feel it had been a success?”
2) Find out what they want. Listen to what they say.
3) And then deliver…the way THEY want it.
