Do you know precisely how your customer’s world will be improved as a result of your business? Could you list the top 3 results you deliver right now?
If you hesitate over the answers to either question, then the chances are your customers don’t know how they could benefit from using your business – and if they don’t know then you will struggle to grow your sales.
The trick here is to not think that Results are what you do! They are not!
Results = the improvement your customers are left with after you’ve done it!
For example, the results delivered by an accountant isn’t just a completed tax-return (this is what they do)
The result of an effective accountant = reduced tax bill!
(Who would you rather engage the services of – an accountant who just completes your tax-return or an accountant that saves you money in taxes?)
Come up with the top 3 results you deliver for your customers and you will find they will be far more interested in talking to someone who delivers Results than just lists the services they offer.
D – Deliver what you promise (not what you think you should promise!)