What are you offering?

That should be a simple question. Easy to answer. But three times in one week I have heard that organisations do not have that clear, concentrating on the delivery not the result for the client. Purchasers of drills want a hole, not a fancy handtool.  And then I fell into the same trap at a networking event recently.

What are you offering?

“Well, that’s easy,  what we do is... and that looks like ... and needs from you.....”

So what should I have done?

“Well, I’m not sure. We do a whole lot of things, delivered in different ways and right now I’m not sure any of it is right for you. But before we jump to that conclusion, can I ask a couple of quick questions to see whether  there is anything we need to discuss?”

Taking a step back, reversing the situation, gives me control of the conversation and moves the discussion into a more productive direction; no incorrect assumptions will be made either side, no premature explanations and presentations to be quickly discounted by non-qualified prospects.

So how do we stay out of bad habits and see the wood for the trees? Reversing. On this occasion it’s do as I say, not as I did at the networking event.

For more on how to stay out of the woods, register for a seminar.