Making important decisions are never easy. Okay, I know we all make decisions every minute of every day; but how many can we really term important? Probably not many.
Why do we have to be careful when making important decisions?
Because important decisions are, well important, we need to pay careful attention to them so that we come out on the right side. We need to assess our options in order to understand any repercussions that could arise and try to mitigate any risks. After all, no one wants to get an important decision wrong; no one wants to find themselves awake at night worrying about potential outcomes or consequences.
It would be wonderful if none of us had to face important decisions, wouldn’t it!
So how would you respond if one of your colleagues said to you “I’m not getting the results I deserve. I keep making endless presentations that lead to me producing time-consuming proposals to no avail.”?
This is the type of question I frequently get asked by my clients current and prospective. I let the client know what kinds of problems I solve, how I solve them and what are the likely results they can expect. In the above circumstances, I would recommend they probably need to review their modus operandi and make an important decision to change the way they approach clients (current and prospective) in the first instance. If they approach clients early on in an effective and clear manner, it’s highly likely that they will find common ground, which can lead to them talking on the same wavelength. In this way they are more likely to gain the client’s trust and gather the relevant information they need to enable them to put together a presentation which clearly demonstrates how they can help their clients more effectively.
The following is how I go about effectively introducing clients to the kinds of problems we solve and how we get them to understand how our suite of programmess and our private coaching can help them. The process tends to unfold as follows:
I usually say to a prospective client: “When prospective clients come to us they are usually facing some or all of the following issues:
- We have lost our way and need to find a new direction.
- We need to improve the culture of our business, to find better ways to engage with our key members of staff and to get them aligned with our business goals so we can grow turnover and profits.
- Our projections and results are less reliable than we would like.
- We invest too much time and money during the business development phase so that we have no choice but to discount prices to secure work.
- We seem to do a lot of work and never really know if we are doing the right thing or can anticipate a result.”
For the right businesses or organisations i.e, those that we eventually work with and help, they often tell us we help them to produce extraordinary results for their businesses.
We are not always a good fit for many companies! Why?
Because, at any point in time we don’t have enough information to know if we can help. However, if companies find that some of the above-mentioned issues or matters of a similar nature resonate, and they are IMPORTANT, we are always open to learning more about the business to understand if there is a good fit and work with them to help solve their problems.
- It’s important to make the right decision.
- It’s important to consider alternative perspectives and sometimes change how you conduct your yourself, present your services or how you do business.
- The important decision should always be that your client appreciates the kinds of problems you solve; that you may not always be the right fit for them, but if they will share their problem with you it’s probable that you can help.