Why You Need To Talk About The Results You Get For Clients

The Great Win

Last week I’m doing a group coaching meeting for one of my clients so this is where we get sort of 6-8 people who were the same level in a company, 4-8 whatever. They all got shared problems, either the scaling up, working with the team or trying to grow their business and grow themselves as leaders. And the first thing I do is I say “What are the great wins, how or what are the great wins since last time we met?”.

And this group I was working with and the person who goes first who will remain nameless and so is the client obviously, she said “I just got this amazing result for this client and we’ve been working on this project for 3 years, and we finally got it over the line.” 

And I was like “That’s amazing! Well done. Great job.” “Who are you gonna tell about it?” She goes: “What do you mean who are you gonna tell about it?”, “I have to tell people about it?” I was like “Yeah, it’s just amazing, what a great win. You’ve got a result for a customer, you’ve worked on it, you’re patient enough to follow it through and you care enough to do it. That’s worth talking about, celebrating, right? Telling the story. And it hadn’t even crossed her mind.

How To Tell The Story

So I was wondering with you, because we might feel a bit icky or yuck or uncomfortable or we feel like a call salesman, when you get an amazing result for a customer, when you deliver a project, or you know when that ideal customer of yours finally gets that result that your software or that your process or your company hangs its hat on, how are you willing to tell that story?

So what I’m going to do is just talk this through, because I reckon that selling has changed and if you think about how it’s changed, then I reckon you won’t hesitate as much.

Here’s a couple of things to recognise, the first thing is to recognise that the way we used to sell which was probably through advertising. We would just put offers or what I call, asks the market – Would you like to buy my thing?

And that’s where people are kind of being salesmen, and we never like being sold to but there is no other way of doing it. And I would say, the truth is no one really likes being sold to, right? And if you saw that way, fair enough, because it’s a pretty icky way to do it. It’s not about the customer, it’s not about the clients but I think many of us when we hesitate to tell stories about the great work we do is because we feel uncomfortable with the intention to sell, but here’s the thing so do your prospects, so do your customers. 

If we think about your ideal customer, this is your number one. This is the one that pays the bills on time, that’s a delight to work with and you want to go out to be with, that loves your work and loves you. That’s your ideal customer and there’s many more of them in the market.

Think about what that ideal customer really cares about. Probably they think about, this is really our problem now, the problem in their business caused by the Coronavirus or other. You think about the results that they want to deliver in their business and then you think about your stuff. What you do, how you do it? Ask yourself, what do they really care about? 

Do they really care about your stuff, I reckon one of the things why your hands are tied is because we don’t talk about the results we get from clients, we talk about our stuff and that’s really uncomfortable because we’re kind of like talking about us and me and we probably don’t talk about their problems. 

So if you were them, what kind of impact would that have on you? You become like me, me, me and me again? Make sense?

The Intention To Give

So here’s the change I want you to make. I want you instead of to have an intention to sell, I want you to have an intention to give. 

The intention to give with those great wins that you have with clients where you get them results, this is about helping them get the same results with your marketing and the stories that you put up there, I want you to think about how you capture and create stories that tell the problem, the result and a little bit of what you did. And the intention is really to teach. 

Now, as you do that over time, you also want to ask people that are interested in having the same results or having a conversation with you. And you want to make offers to have conversations or to get the information from or about your clients is a way of building a relationship with them.

Summary

So here’s the thing. I was working on a group session with this client and there was a hesitation around the great wins that they had, and I think it’s worth realising that if you are all about just start talking about your stuff to your customers and try to sell it to them, that’s not good. They are not going to respond the way they want to and you probably roughly feel icky inside. 

But if you got the intention to give before you’ve got an intention to ask, and if you genuinely tell stories about how you solve their problems and get results for them, that’s a noble cause. That’s something that I think are really  positive thing to put out to the world. 

So what I love you to do with this, is leave me a comment down below. What’s a story that you can tell? What’s a story that you can get out there about the great result you have for a customer, if you have this intention to give. 

Leave me a comment or Get in Touch

If you need coaching help, if you need your leaders developed. Or if you have a team or leadership team, a group of people that need all pointing in one direction. Send me an instant message, I have my Facebook or in Linkedin and let’s have a short conversation about how that might work for you and how it works for the accounts that I;ve already worked with. I hope you have a wonderful week. 

Talk to you soon. Bye.