Thursday, July 1, 2010

You Don't Bring Me Flowers

If you want to stand out and make an impact, don't whitewash or "BS" your customer. Today, we need to know the truth, the whole story, and we need to know it now. We don't need glad-handing or verbose compliments. Too much is at stake. A mistake recognized immediately and fixed is far more valuable than an insincere pleasantry.

I once met with a grizzled corporate executive and was giving him my rundown of what my company, LaBov & Beyond, had discovered during an assessment of his company. As I told him the good things they were doing he fidgeted, looked at emails and was expressionless. Then I turned to the problems his company had that must be tackled immediately and he transformed. He was on the edge of his seat, email was turned-off, and he was totally engaged.

He needed to know the tough stuff. The good stuff was nice and feel-good. But the tough stuff was top priority for him:
Bring the customer the whole truth, warts and all. They don't need "flowers," they need the truth.

Barry LaBov
LaBov & Beyond
LaBov Sales Channel
PB&J Newsletter

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