"For every deal made there is another one that needs to be made as a result."
- Unknown
Ask yourself a question: How many people care if the car is broken down if they cannot find their keys?
With every solution, a new CHALLENGE creates. It is not that the "new" challenge was never there, it is more that it was not RECOGNIZABLE as it was of lesser importance or priority at the time. Many challenges people have are truly UNKNOWN until after the MOST PAINFUL need is satisfied. However, the TRUE PROFESSIONAL knows what challenges MOST COMMONLY uncover after a solution implementation. YOU can see it coming long before they can…
Are you DELIVERING solutions to those needs as soon as you provide your initial solution?
2 DEGREE SUCCESS STEP:
One of the most EFFECTIVE and EFFICIENT manners of generating high revenues along with high client LOYALTY is by solving multiple challenges in a single solution.
"Single solution" does not always mean that you are the provider of the total solution. Sometimes, it means that you "see" the full need and have arrangements for others to fulfill the needs. This is most EFFECTIVELY managed when you discuss this with your clients up front.
What if you KNEW what would happen from A to Z from the beginning of a client engagement and had "plans" in place for fulfilling each step either internally (which pays you directly) or externally (which should be arranged for a referral fee or external commission)? What if you could make your money, make additional monies and solve the clients overall solution in less time for less money and less hassle?
BOOM! I would call that a WINNER!!
What services compliment your own? Who can help you fill those needs? How much are they willing to pay you to help them do their job more efficiently? THAT IS YOUR "COMPLIMENT" – GET PAID!!
Cheers,
Zach
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