On this episode, Steve Lishansky is back to share how we can focus on the thing that brings the most value to the people we partner with. What are the two biggest obstacles for professional service providers facilitating what’s really important to clients? How do we get to the real end result the client wants, which is where the value is?
"If you do exactly what your clients ask you to do, 80-90% of the time you’re missing the opportunity to maximize value." -Steve Lishansky
The first reason we can struggle with being valuable is that we’re too focused on a specific service. The professional service provider just wants to sell something they’ve already got and they become too fixated on their product, service or process that they don’t hear what the client actually needs.
Clients can get in their own way, even with good intentions
The second obstacle that gets in the way of us being truly valuable to clients is that they can be headstrong and totally committed to something that actually isn’t the most important and valuable thing for them.
How to escape being a commodity
A professional service will look and feel like a commodity until we differentiate it and tie it to what’s ultimately most important and valuable, and the highest strategic outcome on the client’s behalf.
Guest Bio-
Steve is the a Strategic Mentor, Advisor to CIO's, speaker and author of The Ultimate Sales Revolution: Sell Differently. Change The World. For more information, go to https://www.optimizeintl.com/.
That's all for this chapter of Beers with Max! Hope you enjoyed this week's festivities. As always, if you want to join our virtual happy hour, grab your favorite brew and click the red button below. Til next time, keep your beer chilly and your leads up.