BRX Pro Tip: Look for Patterns
Stone Payton: And we’re back with Business RadioX Pro Tips, Lee Kantor and Stone Payton here with you. Lee, this strikes me as particularly good counsel for anyone who’s leading, selling, really anyone who wants to continue to cultivate and strengthen the relationship, but it’s simple, look for patterns.
Lee Kantor: If you’re a leader, this should be one of your superpowers, because pattern recognition is critical. Every client conversation is going to include valuable information if you’re paying attention. You got to be able to pay attention and you have to be able to connect dots. If you’re hearing the same question over and over, that’s not a coincidence. That’s a pattern that you should be recognizing and seeing if you can take advantage of it or leverage it. That’s the market telling you what people need. So, pay attention.
Lee Kantor: And internally from your organization, something that you might notice is if someone’s asking you the same question over and over again, that might be something that you should be investing some time and energy and a problem that you should be solving. You know, those kind of questions that happen over and over again are critical business intelligence, that the smart leaders are going to figure out a way to solve that problem, and to then bring it to the fore in terms of helping other people understand that you have that solution that they’re looking for.
Lee Kantor: So, start kind of keeping tally and writing down maybe some of the questions that clients or prospects are asking you, and look at them from a researcher standpoint and look for some commonality or a common thread that ties them all together, and see if this is something that you and your organization can solve for people. Because if more than one person is talking about it or asking questions about it or inquiring about it, that’s probably a problem that could be solved, and you might be the right person to solve it.
