Happy Clients Are The Enemy

Happy clients don't complain. Happy clients aren't looking
for new solutions. And, happy clients will not spend their
money on something they don't need.

'But client satisfaction is the foundation of my business,'
you exclaim.

So true! Your client's complete satisfaction should be your
ultimate goal. Here is the key question: If a client is
satisfied with your service today, will your service meet
their changing needs tomorrow?

Change is the only constant in business. Your client's needs
change every day and your challenge is to identify those
needs that are causing dissatisfaction in their life.
Finding and solving these elusive needs will lead to more
sales for your business.

Ask yourself, are you searching for new areas of client
dissatisfaction for your service to solve? Are you focusing
your marketing on what they want and desire? Are you
positioning yourself as a solution to their problems?

Clients and prospects are always looking to improve their
life and their business, just as you are. What they
currently possess may satisfy them today but that is sure to
change. Within this change resides opportunities for you.

Your growth and prosperity will come from the unsatisfied
and the needy. These are the people who may or may not know
they need a solution. It is your job to uncover their hidden
needs and supply the solution.

So you ask, 'If they are satisfied now, I need to create a
new dissatisfaction?'

No, you are not necessarily creating the dissatisfaction but
uncovering it for them to see. We don't realize that we need
what we don't have. Simply put, you cannot satisfy a need
until you know that you have one in the first place.

For example, not too long ago there was a time when
computers did not exist. We were unaware of the influence
and benefits that these machines would have on our daily
lives. Yet we survived without them in blissful ignorance
as we plodded through the workday. Today, you can't run a
business without a computer on your desk!

You must find the dissatisfaction and creatively communicate
your solution to the client. Until you make this discovery,
happy clients are not interested in purchasing more from
you. Your goal must be to find an offering that fills a
need, solves a problem, or improves their condition.

Offering services that put an end to their current
dissatisfactions is the best way to insure continued
business growth.

Become a leader and innovator within your service industry.
With this strategy you will position your business as a
valuable resource that is trusted and looked on as the best
choice in the market. This makes sales much easier,
decreases your competition, and greatly increases your
success.

Kick butt, make mucho dee-nero!

~Dave Dee

The Quest for Total Happiness

This morning I've been thinking about happiness.
Specifically, I've been pondering the keys to total
happiness and thinking about a wonderful book by the Dalai
Lama, 'The Art of Happiness'.

The Dalai Lama argues that, fundamentally, we all seek more
and greater happiness in our lives and that one of the
great questions in life is, 'What makes my life totally
fulfilled and totally happy?'

For many people, happiness is related to money, and
happiness means accumulating wealth. For them, money has
great value and they are motivated to work hard and
smarter, and to use money in ways that make them happy.
But there are thousands of individual differences in how
that works. Some make money and give it all away. Some make
money and hoard it, even burying it in the backyard, while
others invest it, and still others make a show of
displaying a wealth of possessions.

For others, happiness has little to do with money, and they
seek fulfillment in their creativity, or they find ultimate
happiness in family relationships, or by serving others.
There are many paths up the mountain called 'happiness'!

One of the most important distinctions the Dalai Lama makes
is between happiness and pleasure. We can all think of
experiences that bring us delightful pleasure but which
utterly fail to make us 'happy' in life. Almost everyone
enjoys a fine meal, perhaps with good wine, but we all
reject a life of gluttony and drunkenness.

So the question: What makes you truly happy?

This is a central question for the World Class Life
Conference next month, because in order to have a GREAT
life, we must first determine what it might look like. What
are the key pieces of a great and joyful life FOR YOU?

Almost 150 years ago, Henry Thoreau wrote that most people
'live lives of quiet desperation', and sadly, I think
that's still true. All our wealth and freedom, our
education and military power, even our access to the wisdom
and literature of past generations has not created a
society in which most people are 'happy'. Indeed, many
people seem to be incredibly unhappy. With all this freedom
to choose our destiny and create the life we truly want,
why aren't more people happy?

I think this is a vital question. It may even be THE
question for modern adults to ponder and answer. Given that
you can live almost anywhere you choose, read and learn
almost any skill, and have pretty much any reasonable
lifestyle you want, WHAT MAKES YOU HAPPY?

What are your happiest memories? What are your happiest
fantasies, dreams and aspirations? Who do you know who
seems to be truly, massively happy?

What makes YOU happy? At the end of life, what will allow
you to say, 'I did it right. I made good choices. I am
HAPPY with the way I lived my life!' Whatever your answer,
in the coming days and weeks, do more of it, and do less of
everything else.

Author: Philip Humbert, PhD

Lowest Price or Best Solution?

Everyone wants a bargain. When we shop, we always look for
a 'good deal' because we want to receive maximum value for
our money. The key to building your business is to know HOW
your customers MEASURE a 'bargain.'

When we buy a product where the features and benefits from
various suppliers are virtually identical, a bargain is
almost always measured in terms of low price. When we buy a
bag of rice or a box of corn flakes, for most of us the
brand makes little difference. We want a low price and will
often buy the brand that is on sale.

On the other hand, when we are buying a product or service
where we believe quality, reliability or other essentials
could vary widely, price becomes secondary. Who shops for
the cheapest brain surgeon?

Many professionals and small business owners make a mistake
in trying to compete on the basis of price, when they would
be far better off emphasizing the qualities that their
customers value most highly.

Everyone can recall choosing a restaurant because of the
atmosphere, superior service or extra attention we
receive. Especially for a special occasion, we may drive
many miles and pay extra to be certain we will get a
'bargain' in terms of a delightful dinner experience.

Most of us hire our attorney, our accountant, dentist
and physician for reasons other than low price. Perhaps
location and convenience were critical factors, or the
recommendation of a trusted friend may have been important.
Perhaps they have a specialty we value, or we may have been
impressed with their competence.

The same principles apply in selling your services! Find
out what your customers want, how they define a 'bargain'
and focus on THAT, every single time, to every single client.

Author: Philip Humbert, Phd