In the last article, we talked about how shifting from selling aging in place services to selling a transformation was the way to secure more (and more profitable) clients.
This is the first of the four shifts you should make as a business owner serving older adults to begin that process for yourself.
Transform yourself
The first shift that you need to make is to transform yourself.
It makes sense that before you can create change for anyone else, the first person who needs to change is you, doesn’t it?
What’s the biggest shift you can make for yourself?
Put your client first.
In every part of your business, every part of your marketing and in everything that you do. From my experience, most business owners think they put the customer first, but they don’t really.
They may in some ways, but almost no one I’ve ever talked to has put the thought and effort into creating a way to do business that is designed to put the client first.
In my opinion, the more you love and serve your clients, the more money you are going to make.
What do we do when we love and serve?
We put those people’s needs first. We do things to make things easier on them. We long to have their need met. We put our effort into making them feel special.
Because, here’s the thing … when you focus on getting results and creating transformations for them … it actually becomes much easier for you to make money.
Not harder; much easier.
So here’s the question that I try to use to make 100% of the decisions in my business. And, I want to invite you to start asking this question to start to build your business around the power of it.
How can I create the best outcomes for my clients?
I try to use this simple question to govern everything I do in my business, from marketing to sales to offers to coaching.
I believe that if you want to build a thriving aging in place business (while so many other companies struggle), then every decision you make in your business should be based on this one question.
How can I get the best outcomes for my clients?
So, if you came to me and asked:
How should we market our business? What’s going to get the best outcomes for up for your clients?
What should I charge? What’s going to get the best outcome for your clients?
Should I advertise? What’s going to get the best outcome for your clients?
Should I hire more people? What’s going to get the best outcomes for your clients?
It’s a tough answer
You may have read those questions and thought, “This is silly. That’s not the answer to every question I’m going to have in my company.”
Actually, yes it is. At least, if you’re wanting to to reach unparalleled success.
The reality is that questions like those are multi-faceted. And, though the core answer may be, “What’s going to get the best outcome for my client,” the reason that is the answer is deep.
I challenge you to go back and read those questions again and think … really think… does only doing things based on the best outcomes seem like the right answer?
That question, if you really think about it, can help you dive deep into what you do and how you do it.
Once you start asking it consistently, you’ll see it start a revolution in your mind and your company.
- It will take on a life of its own, because it will spread to others. And, before you know it, it’s an epidemic in your company.
- All of your customers will feel it, even way before you pitch them a dollar figure. They’re gonna know you’re all in and you’re behind them 100%.
- They’ll see you’re going to be there for the long haul and that you mean business when you tell them you’re going to help them transform their lives.
This is part of how you become the local respected authority. This is one of the things you can leverage to get to the point where you get to cherry pick your clients and projects.
It’s a stepping stone to getting more PR than any other company. It’s how to get to the point where every single customer you have is willing to line up in a thunderstorm for you, just so they could tell someone how awesome your company is.
This simple question will point you in the right direction 100% of the time. It’s an amazing thing.
Making this one shift can transform everything in your business.
It’s a core secret to building a multi-million dollar business that is going to survive while other companies struggle in years to come.
