I love to travel for pleasure and business. I do it often now. But apparently I have yet to perfect it…
There’s always this moment of “Grrrr…I forgot my razor!” or stockings or the right brush.
This time it’s my razor. I open the drawer to the bathroom vanity at Loews Atlanta and magically there’s a razor. As well as Q tips, toothpaste, mouthwash, lotion and anything else I might need. I think to myself they have ‘What if’ down!
The What If Factor is thinking… what if your customer wants ______ (insert answer of your choosing)
Keeping with this example- They considered :
What if Heather wants to hold a meeting here? So they put a work chair on both sides of the desk.
What if Heather wants more than 1 cup of coffee before venturing out of the room? So there are several regular coffee supplies.
What if Heather wants to take a bath and catch up on the news or her favorite reality show? Voila, TV in the bathroom.
What if Heather’s had a hard day and craves comfort? And there’s the fluffiest robe I’ve ever experienced.
You get the picture.
This example isn’t about my travel experiences as much as it is a way to ask you…
What is YOUR What If Factor?
How good are you at understanding and anticipating your clients needs and desires?
Many of you have a good handle on fulfilling a need. But add desire because that cuts to the emotion of ‘more’. Think about the extras that follow a clients’ internal dialog of “wouldn’t it be lovely if….”
The result of finding you do in fact give them this ‘more’, this feeling of truly understanding them, is a warmth that spreads from their heart through their bodies and manifests as the immense grin on their faces. This grin will then make its way out into the world as words that sound like “You must use ______! Their service is amazing!!”
ACTION STEP: Take some time to become your client. To step into their shoes. Ask yourself the ‘what if’ question. Then do everything in your power to provide it. In this getting by world of minimal effort this one action could completely transform your business.
Let me know how this works. Send me your success stories to Heather@fireinfive.com. I look forward to hearing from you!