Adding Value

Be humble when you offer the idea and give credit to others whenever you can

The idea you offer up doesn’t have to be related to business and it doesn’t need to be related to business and it doesn’t need to be Earth-shattering; however, it must add value --don’t present an idea just for the sake of doing so. Your customer doesn’t know that you’re about to offer an uncompensated idea, so before starting, get their permission. Let them know you have been thinking about their situation and that you have an idea for them.

Ask if they think it’s appropriate for you to present it. Most customers will be intrigued. Next, express what you think their need is, present the idea, and explain its specific benefits. Be humble when you offer the idea and give credit to others whenever you can; there’s nothing to be gained by trying to make the customer think that you’re smarter than they are.

ACTION POINT: Use courtesy and humility when presenting uncompensated ideas.