The Ultimate Business Solution: An unconditional commitment to provide solutions that will improve the lives or businesses you serve both now and in the future. It is your belief that because you are improving the lives or businesses you serve, you will seek every opportunity to share it.

It is the moment you have been working for. The prospecting has paid off and now you have secured an appointment with what you believe to be the ultimate prospect. As you enter the initial meeting, many thoughts are running through your mind; make good eye contact, be enthusiastic, be proactive and above all, be professional. As the meeting begins and all the pleasantries have been taken care of, a question come from your prospect, one you were not expecting so soon and it hits you right between the eyes. “Why should I do business with you?” Given that moment to convey what you are about, what would you say to assure your prospect they will make the right decision to choose doing business with you?

This is a critical time of the business relationship process and it happens quickly. This is your first impression, you first objection, how you answer this question sets the stage for the remainder of the process. You have choices here. Do you answer with a litany of your products and services, or do you respond with your unconditional commitment to discover needs and goals and provide solutions both now and in the future?

Over the years I have worked with product and service providers that focused their priorities on promoting the features of their products rather than the benefits afforded by owning it. While uniqueness of product is important, it is not the ultimate answer to the question above. It should be noted here that I am not proposing ignoring the value of your efforts in developing or promoting a unique product or service. These can be life changing. However, the first impact you need to make with your prospect is to assure them unconditionally, you are committed to helping them meet needs and reach goals through your process, not your product. The product will always be available but without the trust and confidence of your prospect it will do them little good. Thus, you must prove to your prospect in this defining moment that you are their ultimate business solution.

The ultimate business solution is your unconditional commitment to provide solutions that will improve the lives or businesses of those you serve both now and in the future. This is not a statement, it is your culture. This way of doing business states that once the deal is closed or the sale is made, the relationship has not ended, it has just begun. So many times product and service providers believe that they should work diligently to develop a client or customer and provide the product or service then move on to the next prospect. Obviously it is important to constantly gain new business. However, if the focus ends at the implementation, I submit to you that your customer satisfaction ratings are low. The ultimate business solution proves to your customers and clients that you stand ready to make certain their needs and goals are always at the top of your priority list!

The final component of the ultimate business solution benefits the product or service provider. It states that if you believe you are making someone’s life or business better, you will seek every opportunity to share it. Think about how your business development efforts would be affected if your attitude was such that you could not wait to acquire a meeting with a prospect to tell them about how you do business.

The key to providing the ultimate business solution is this: When asked why someone should do business with you, prove to them with conviction, your purpose is to provide certainty they will make the right choice for doing business with you both now and in the future. Next validate this by your efforts in consistently reinforcing to your clients that the initial transaction was not the end, rather just the beginning. Providing the ultimate business solution to your clients and customers will provide you ultimate business opportunities!

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