The Daily Journal
By the Ocean
Sunny 76 Degrees
8:01 a.m.
Today, let’s discuss something called “The 20 Second Order Taking Solution.”
First, let’s get clear on why “order taking” is such a bad way to go in your business.
Yes, you will tend to charge higher fees if you stop order taking…
Yes, you will most likely get more respect from your clients if you stop order taking…
But these two things are really secondary. They are far behind the biggest and most important reason to do this:
Order taking is ultimately a poor and short sighted way to fully serve a client.
You are the expert. You are there to lead your client to a destination he or she cannot get to alone.
So if you “abdicate” that responsibility and simply fill the order your client gives you, you effectively throw away your opportunity to truly lead.
Our clients deserve better.
So here’s how to make sure you no longer assume the position of “order taker.”
When a prospective client says something like, ““We need you to do X,” here’s one way you can respond.
“That’s certainly the type of work I do. But before we discuss that, why don’t you tell me about what you’re trying to do and a little bit about why you think this course of action is the best way to get there.”
That’s it. That’s all you have to say.
With that one statement, you have taken control of the situation (that’s what leaders do!), and you have made a good faith effort to help your client AVOID a big mistake by doing the wrong things.