In business as in life, nothing stays still. You have to continually change and re-invent yourself to keep ahead of the curve or risk becoming becoming-extinctextinct.

This is especially true if you sell technology solutions.

Take 3D printing. While machines have been expensive, difficult to use and limited in what they can produce, suddenly they’re becoming a commodity item.

Online retailer Kogan is selling them for $579!

So if I was a distributer for these machines, relying on high end sales, I’d be extremely worried!

Unless I’d taken steps to diversify my markets, stop being a “box shipper” and add value.

The obvious question then is what constitutes value in the eyes of your clients?

The biggest mistake you can make is to assume you know. You may, but more often than not, you’ll be wrong.

The only way to find out is to ask your clients and prospects.

“What is it you would really like us to do for you? What would make us really valuable in your eyes?”

Ask enough people and you’ll see a pattern.

Then deliver this.

The same goes for any business. Be it professional services, manufacturing, construction, or trades.

But I’m willing to make a bet. Most of you reading this won’t do it.

Why? Could be anything from complacency to not knowing how or a simple belief that you know best. I’m sorry if I’ve offended you, but there it is.

To constantly grow and evolve takes a mindset of expansion.

You have to believe in innovation and be willing to “fail forward fast”. Have a culture where people are allowed to make mistakes, learn from them and create new products and services.

If you keep doing what you’ve always done, there will be only one outcome. Extinction. And it may come sooner than you think.

Rashid & Barbara.

P.S. Want to know what your clients really want? Our Client Interview Service will give you the answers. Call Rashid on 0414 913 334 to get started.

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