A counter-intuitive approach that works!

If a man only has a hammer, he tends to see every problem as a nail.

When a prospective client presents you with a problem or challenge in their business, something they would like to be fixed; or if they share their creative thought or imagination of how the process in their business can be more streamlined, productive, exciting, etc., we often try to convince them and ourselves that our product or service is the solution and answer to their problem or desire.

This is true when we are coming from a place of viewing our interactions with prospects and clients, as a means to an end; the end being - getting them to buy my product or service.

It’s not about selling my stuff it’s about finding solutions to their problems.

When I interact with prospects, clients, or anyone who crosses my path in business - from a place of curiosity, interest and a desire to really help, I will often point them away from my own products or services, if I understand that to be in their best interest; this is what ultimately creates trusting relationships.

I have recently reached out to a good client of ours and recommended them to close the account they held with us for a while. This client had several phone numbers with our tele-company; thru our interactions, I realized that they held another few phone numbers with a different provider as well. This was not making sense at all; they were greatly overpaying with no benefit that I could see. I advised the client that if there is any feature in the other company they benefit from, or if they prefer doing business with them - for some other reason, I will show them how to transfer our phone numbers over, without them losing their original numbers. Of course, they are more than welcome to bring the other provider’s phone numbers over to our company, if that suits them; but to keep both is not in their interest; despite the fact that it is in mine.

It may seem at the moment that we are losing, by this client closing their account; but in the long run, we are losing even more when they keep their account open.

It may seem like a loss but in reality, it’s a win

I have often seen people afraid to use this approach in business, but it effective beyond expectation.

Besides the point of doing business with integrity and in good conscience; this approach has shown up in my trade as having a great return on investment.

When you have a great relationship with a person, and he or she has experienced you to have their best interest in mind no matter what it takes - they will eventually be back and if it won’t be them, it will be their friends or colleagues.

And  to the contrary, if you shove your products or services down the throat of a business that can really use something better; even if it works in the interim – it will backfire in the long run; they will either find it to be too expensive, inefficient or find way better solutions out there - and that is after investing time and money into something that was recommended by you; you have managed to put yourself and your business in a bad light – neither them nor their friends will be back; you can be sure of that.

Study your competition so you can provide solutions

In whichever industry you are in, learn about your competition; not only to know how to grow your business accordingly but also to be educated in all the solutions, uniqueness and nuances that the market has to offer in your field of commerce.

The next time you realize that your product or service is not a perfect solution to the problem your being presented with, even when the person is willing to buy into what your business has to offer; be honest, have integrity, build relationships and ultimately gain business by pointing them to the right solution - even if it’s pointing them away from you… they will eventually be back!