Ask top clients "What am I doing right?" instead of asking for a wish list. A networking client said rapid on-site response time was the key strength, so the speaker focused on improving it further, which delighted them and created competitive advantage.
In Pumpkin Plan, you talk about a client's wish list. How do you utilize a client's wish list?
Okay, so wish list defines what the client values you, values you for most, values most in you, right? Yeah, well, we'll keep rolling with this one, but basically it's a simple question you can ask any client. Ask your client why they work with you. What am I doing right is the exact words to use, but here's the interesting insight. When you ask your best clients what you're doing right, they actually don't tell you what you're doing right. They tell you their biggest wish, basically what they judge you on. So I had a client, I did computer networks, and I asked him what do we do right? He said it's your response time, you get on site very quickly. When he said that, I realized the most important thing I need to continue to do is get on site quickly or more quickly. And when we did that, when we were able to find ways to be more responsive, he was blown away. But he set the stage for how to blow him away. He said, "This is my biggest wish." So ask your clients what you're doing right, that's their biggest wish on their wish list, do that better and you'll stand out.
