What clients want
Any seasoned salesman will tell you this. “Customers buy benefits, not products or services.”
My Creative Block Busting™ workshops are no different. Take a look at a few of the challenges I have worked on over the years.
- How to improve the quality of recruitments from campuses
- How to help engineering college professors teach basic concepts
in more interesting and engaging ways
- How to ensure that 100% of our fresh talent builds a long term career with us
- How to develop a differentiated service offering to customers
- How to trace and tag 100% of our fixed assets spread across the country
- How to reduce our interest cost burden by 50%
- How to break silos and build a collaborative culture
- How to dramatically increase our customer base to 100x in the next 24 months
- How to populate the funnel with at least 50 new ideas (in the stage gate process)
- How to ensure a dramatic increase in our product usage amongst our customers
- How to improve our walk-in to conversion ratio in our showrooms
- How to earn the trust and respect of our internal customers
- As part of my design process, I spend time with the client to understand what is the issue he wants to address. A question like “What is your problem?” does not help. So what do I do?
Here are a few things I try.
“Tell me what is happening today? What would you like happening instead?”
“What would make you say this workshop was an unqualified success? What must you get to warrant a statement like that?”
The discussion that follows in either of these two approaches helps us define the challenge sharply.
A well-defined challenge is the foundation step.
Very often it reflects a client’s aspiration, ambition or simply a wish.