A sea view?
Consultants and managers often fall into reactive mode, dealing with what’s thrown at them and doing what they’re asked. “Oh, yeah, I can do that.” Nothing…
Hotels do a pretty good job. Clean linen and a shower, food at reasonable times, quiet and a comfortable bed.
And then … standard or deluxe, evening meal or breakfast or both or none, a sea view? Booking a hotel, I get to choose exactly where I stay and what I pay. My choice all the way.
Assuming one size fits all is easy for you and for me – I want it or I don’t – and makes a lot of sense if you’re focused on efficiency and cost.
What if I wanted more? What if I value something more than price? A sea view?
Adding options puts your customer in control of value. They sell themselves a larger cup, a sea view, a three month training programme, increased impact.
When a customer asks for help, be prepared to give them choices and let them judge their value.
Skippy Strategy: What’s your equivalent of a sea view? The next time you make a proposal, give some added value options. Offer something inside the budget, offer more to increase the impact.
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Category:
Making Promises
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