What clients want

Any seasoned salesman will tell you this. “Customers buy benefits, not products or services.”

Picture Courtesy: quotesgram.com

Picture Courtesy: quotesgram.com

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.

 

 

Any Thoughts?

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One Response to “What clients want”

  1. Sumit Roy says:

    So true, Sridhar.

    A problem well defined is half solved.

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