BRX Pro Tips

BRX Pro Tip: A Day in the Life of Your Customer

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BRX Pro Tip: A Day in the Life of Your Customer

Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s talk through this idea of describing a day in the life of your customer.

Lee Kantor: [00:00:14] Yeah. I think a great exercise for you to do – and if you have a writer on staff, or in a previous Pro Tip, we mentioned hiring a writer or journalist student from a college – this is a great activity to document, and that’s a day in the life of your customer. Write a blog post or an article about what it’s like to do business with you. Interview a client, talk about how they kind of leverage what you do, your services, and what it’s like to work with you. And get into the weeds about this. Talk about is there anything they have to be doing on a regular basis to get the most out of your service? Is there anything you’re doing on a regular basis to help your clients get the most out of your service? Then, use this as a post on your blog or a page in your website.

Lee Kantor: [00:01:05] And then, this is a great tool in your sales process to give prospects an idea what they can expect when they work with you. This way, you can address a lot of their objections. You can kind of give them a feel. It’s social proof about how it works and how other people have leveraged what you do. And it’ll create some clarity around the promise that you’re promising, and how you actually deliver it, and the benefits that your clients are getting from working with you. So, I think this is a great activity. This day in the life of a customer is a post that everybody should have on their website. It should be in a blog. It should be used in your selling process.

BRX Pro Tips

BRX Pro Tip: Do the Task Before the Task

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BRX Pro Tip: Do the Task Before the Task

Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you this afternoon. Lee, I don’t know if you read it, you heard it, you walked to the top of the mountain and it came to you. But I loved it when you were telling me the other day this whole idea of do the task before the task.

Lee Kantor: [00:00:19] Yeah. This is something I read somewhere. I wish I could remember who said it. But the quote is that, the task that is preventing you from doing the task is the task you should be trying to get done. And, to me, what that means is that, everybody is just making best guesses on how to achieve success. And we’re taking kind of, you know, our best shot every day.

Lee Kantor: [00:00:47] But sometimes we have a goal, like, we want to do X. And it’s always there on our To-Do list. It’s always there reminding us, “Yeah. I should get to X.” But something is preventing us from doing X. So, X really isn’t the thing we should be doing. We should be doing the thing that is preventing us from doing X. We have to figure out how to remove those distractions. We have to figure out what is preventing us from doing this task that we think is so important to be done, and for some reason we’re not doing it.

Lee Kantor: [00:01:18] So, I think it’s important to really kind of analyze and understand, if you’re saying this is the most important thing and you’re not doing it, what is preventing you from doing it. And then, remove that so that you can start doing it. So, some places to look for ways and reasons to stop kind of distracting yourself is to learn from what other people are doing that are doing the thing that you want to be doing. And if you invest in that, then maybe you’ll find some clues on how to get past this distraction.

Lee Kantor: [00:01:51] You know, sometimes it’s good to help other people. Start teaching the thing you think you’re trying to accomplish, and that might open up some doors. Another thing is just serve your community and help other people around that thing you’re trying to do, and then that, hopefully, will open some doors and get these distractions away from you so you can focus in on those bigger tasks that you’re trying to accomplish. But, remember, the quote is, the task that is preventing you from doing the task is the task you should be trying to get done. So, start there and good luck. It’s not easy.

BRX Pro Tips

BRX Pro Tip: Client Offboarding

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BRX Pro Tip: Client Offboarding

Stone Payton: Welcome back to BRX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, we’ve talked about there’s probably several books about onboarding a client. But let’s talk about client offboarding.

Lee Kantor: Yeah. I mean, the reality is that, you’ve got to think about things that maybe you don’t want to think about going into a relationship. But one of the things to think about is that not every client is going to be a client for life. So, you better have a way to offboard that client that doesn’t create any hard feelings and doesn’t create any kind of friction.

Lee Kantor: And it’s important to do that early in the relationship. So, have you explained to your client early in the relationship the rules of disengagement? Do they understand how things are going to work if and when you’re no longer working together? The more that they can clearly understand how the relationship is going to end and what they’re going to be able to take away from the relationship, what you’re going to be able to take away from the relationship, that’s going to prevent misunderstandings at the end of your time together.

Lee Kantor: So, invest some time in thinking about, “Okay. I have this client now. What’s going to happen if they choose to go a different way, either stop using my service or go to another vendor? How easy or hard is it going to be to disengage?” So, think about that offboarding. Spend some time proactively thinking about it so you don’t have any friction or misunderstandings later on when things can get emotional or highly charged.