"Where do you want to eat..? I dunno!"
- Common Discussion
I am currently in the Houston Hobby airport on my way to the LSU vs. Vanderbilt football game. During this layover, we have DECIDED it is time to eat. A good LESSON arose from the discussion…
Just like many things in life, food options, when overly plentiful, become a BURDEN to decision makers. When there is ONE option, you choose it confidently and then select from your limited options within. When you have MULTIPLE options, you are PARALYZED by the overwhelming volume of choices. This often results in a DECISION of comfort – not desire.
Business is the same way! When you offer 20 services, your clients are UNCLEAR on which options to choose. They don't even know where to START. When you have 20 options and only discuss ONE, you give yourself the opportunity to FOCUS the client and match needs around the discussion forthwith.
2 DEGREE SUCCESS STEP:
The lesson is SIMPLE. Limit your clients options to the 1 or 2 MOST COMMON solutions you offer.
They will NOT be impressed with the PLETHORA of options you have, rather, they will be FRUSTRATED with you lack of focus and inability to assist them.
Choose what you KNOW best – Offer it CONFIDENTLY – Allow them to say NO and then open other options via discussion. You will WIN if you get in the door. "Shotgunning" clients with all your OPTIONS will make sure you have limited opportunities to do so.
Cheers,
Zach
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