When You Wisch Upon a Star
That's one reason I love the guy. There are many others but here is the one I wanted to document for the purposes of this article. It's Bold stuff.
When Nowell does a sales meeting for his distributor customers, he not only presents and sells products from his lines. He also imparts wisdom and ideas. At every meeting he does and every educational session he teaches, he suggests you ask your customer - EVERY customer, EVERY time - these three questions:
- What is on your desk right now that I can help you with today?
- What is on your desk right now that you DON'T think I can help you with today?
- Who in your organization should I know that can use my services?
I love Question 1—that's a great way to get a new project or two to work on. Take it off your plate and put it on my plate and I'll take care of it for you. And Question 3 is the referral question, that's critical to do all the time, yet is only sporadically done. But it's Question 2 that is Blue-Gold Seer-Suckin' Protoplasmic Genius. Let's examine why:
You ask your client at Los Arms Hospital—a Dr. Fermond Strangeglove, "Is there anything on your desk that you DON'T think I can help you with today?" and he laughs, looks around and says, "Sure ... how about you look through these twenty job applications sitting here! I have to go through these and schedule interviews to replace not one, not two, but THREE nurses who have quit. Can you do that for me?"
Wow. There is a wealth of opportunity that Dr. Strangeglove has revealed. Do you see it?
Here's the answer.
"You've got your hands full there, Fermond. I can't help with the applications, but it sounds to me like you've got an employee morale problem here at Los Arms with so many nurses quitting. I need to put together an employee appreciation program for you. And you also need a recruiting program to get the word out here in the community that Los Arms Hospital is hiring and a great place to work! And some branded merchandise to use at job fairs and employment events. And let's plan an employee celebration barbecue in the parking lot next month with some 'We Heart Our Team' squeeze bottles and bandanas for everyone. Let me put some ideas together for you and the money you SAVE on placing ads, doing interviews and training and on keeping employees from leaving in the first place will more than pay for the investment in branded merchandise and rewards."