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How Much Does A Problem Cost?

Interestingly, I have yet to meet anyone in business who doesn’t have to deal with problems of any kind. In fact, what I’ve noticed is as one climbs the ladder, the problems get bigger and more frequent.

So it seems clear to me that anyone who is in business has to deal with problems. In fact, the most successful business people are the ones that not only solve their own problems, but the problems of others. That, in a nutshell, is what effective sales is all about: helping people solve their problems.

What I’ve discovered is that by far and away, the most effective people at helping people solve their problems are the ones who are able to help their customers and clients understand the scope and cost of the problems.

Often times, a business is aware of a problem, but they have no idea what the problem is costing them. And its up to you as a problem solver to help them understand that cost. Help them realize that it’s a real issue that needs to be solved. Help them understand that you can not only make this problem go away, but in doing so, you will save them a specific amount of money. Money they can then divert to other areas of their business.

When you are able to put a direct cost on a problem, it allows you to not only help your customer see the true cost of their issue, but it also puts a true value on your solution.

So find a way, every time, to help your customer (whether he or she is your boss, or an actual customer) understand the true costs of not following through with your suggestions. You’ll be amazed at how well your ideas will be adopted.

posted by Mark @ 6:25 PM