Keith Goodrum

Good question, right? Believe it or not, customers rarely think about you or me. They don’t care how powerful your marketing is, what training you have had, or how professional you are…

The only thing they care about is the solutions to their problems. How can you help them solve their pressing issue about the in-laws coming and time’s running out to get the house ready, or how can you get them the cash to pay for their next vacation?

They don’t care what you can teach them… only what the teaching will give them.

Sometimes this can be a hard concept to accept. We all want to believe that our customers focus on us, and our products. We get positive feedback, testimonials and emails from our customers. And it’s fun to focus on this.

We want to focus on ourselves… after all that is our favorite subject. It’s easy for us to get excited about business, products and service. We are passionate about this subject. However that is a dangerous trap to fall into.

So, what does this have to do with what to say to your customers?

Plenty, you have to make a connection with your customers, or they must feel a connection to you. You make that connection by entering the conversation that is already going on in their mind. And I can tell you the conversation is not how wonderful you are, or how great your products are… you get the idea.

That conversation is all about them… which happens to be their favorite subject.

In this conversation you have to find out what their problems are, and present yourself as the solution. In fact you should present yourself as the only solution to their problems. Do this and customers will beat a path to your door.

In fact if you do this right your customer’s will gravitate to you in droves!

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