Comments on: the basics of building a service business http://inluminent.com/2002/11/12/the-basics-of-building-a-service-business/ my comments on business, marketing, advertising, email, CAN-SPAM, selling as a profession, photography, computers and other stuff... Wed, 01 Sep 2010 12:47:56 +0000 hourly 1 http://wordpress.org/?v=3.0.1 By: Rick Bruner http://inluminent.com/2002/11/12/the-basics-of-building-a-service-business/comment-page-1/#comment-350 Rick Bruner Wed, 30 Nov -0001 00:00:00 +0000 http://inluminent.com/?p=318#comment-350 I take issue with the first step here. Sure, we all want to be "solution providers," but positioning yourself as a supplier of "What do you need?" seems in stark contrast to the fourth rule, "Position yourself as an expert." My old consulting partner Steve Diorio had a routine about asking the customer what he wants and he'll tell you he wants you to deliver the product to his door, give it to him for free and cut his lawn while you'e at it. Sure, you want to be flexible, understand their issues, their needs and sources of pain, etc. But I would recommend against trying to pretend to be all things to all people, as in "I do whatever you need." Experts are experts of something, as in "Here is what I do." I take issue with the first step here. Sure, we all want to be “solution providers,” but positioning yourself as a supplier of “What do you need?” seems in stark contrast to the fourth rule, “Position yourself as an expert.” My old consulting partner Steve Diorio had a routine about asking the customer what he wants and he’ll tell you he wants you to deliver the product to his door, give it to him for free and cut his lawn while you’e at it.

Sure, you want to be flexible, understand their issues, their needs and sources of pain, etc. But I would recommend against trying to pretend to be all things to all people, as in “I do whatever you need.” Experts are experts of something, as in “Here is what I do.”

]]>