The problem your customer brings usually isn’t the real problem

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Sometimes, our clients just don’t have the tools and skills to recognize the real problem.

I have a friend who went to his orthopedist, knowing it was time for a knee replacement. He had been miserable for almost a year and was ready to get some relief through surgery.

His doctor did an MRI and came back to tell my buddy that his knee was fine.

It was his hip that was worn out and was radiating pain to his knee.

Three weeks later, he had a hip replacement and the pain was gone.

Glad he didn’t get a knee replacement first!

Sometimes they just can’t see the real problem because they are “in it” too deeply.

A former client of mine called to ask if I would help him create a new compensation plan.

I had helped him with the current plan some 4 years ago. (Maybe it was time to revisit.)

When I asked why he thought he needed a new comp plan, he said he wasn't sure he was paying a certain employee what he was worth.

“So why don’t you think you’re paying him properly?” I asked.

His answer almost made me fall out of my chair:

Because apparently the guy was so dissatisfied with his pay, that he'd found a way to steal $50k from the company last year.

"He was an important employee and it would be difficult to replace him!" the owner said…

WTF?

He doesn’t need a comp plan, he needs to protect himself and his company and fire the guy!!

Then he needs to revisit the controls he has (or doesn’t have) in place to make sure this never happens again.

Glad he didn’t pay me to create a new comp plan to solve his problem.

It’s up to you to slow your prospects and clients down by asking “Why?” It’s up to you to explore what they think is going on and then to dig deeper by simply asking “Why?” again.  Be skeptical that the problem they bring you is the real problem.

Sure, you can make some fast money by just selling the prospect what they ask for, but you want raving fans who not only refer you business, but that come back to you time and time again to pay for your advice.

Be patient and solve the real problem. It’s more rewarding and a lot more fun.


You’re already good. Let me help you get better!


Bringing Honesty, Transparency, and Selflessness to Business.

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