We continue to ask, “What can I do for you?”
This is a good question… but it produces little, if any, feedback or results.
A better question is, “Did you like that?” or “Is this helpful,” or “Should I continue?”
What’s the difference and why is the second question better?
Asking Is Rude
As social creatures we are trained not to ‘demand’ things of others. Asking people for anything is impolite.
Dean Jackson has a wonderful metaphor for this:
Say you’re in someone’s home. They say to you, “Make yourself at home. If you want anything, there’s food in the fridge.”
Now, say that they walk up to you with a plate full of freshly baked cookies, extend it towards you, and say, “Would you like one?”
In the second scenario it’s now rude to decline the cookie.
The offer is now almost impossible to ignore.
We have to offer people fresh-out-of-the-oven chocolate chip cookies.
Instead of asking them what they want… offer them something you THINK they might love & adjust from there.
Take this situation: You’re trying to pay for a bill when you’re out with friends. They insist “No, let’s split it, etc.” If no one takes out their money and physically tries to hand it to you, it’s easy to stifle their attempts. If they shove the money in your hand, it’s hard. Same goes in reverse. If you’re trying to hand someone money for something and they refuse – put the money in their hand and they’ll quickly stop protesting.
IMPORTANT: If you start offering people something you think they might love, you make it easy for them to accept, they feel bad for declining, BUT… afterwards they feel poorly about their decision… that’s buyer’s remorse.
But if you know your audience well — and what you offer is actually helpful — BOOM. Now you’re a bad ass trusted advisor.
- You’ll be loved in business
- You’ll be love by everyone around you.
The other weekend my friend’s mom needed some help around the house.
I kept asking her, “What can I do?”
I never received a straight answer and I moped around for awhile feeling a bit useless.
Then, I looked out the window and saw a family friend of theirs drive up to the house. The woman got out of her car and immediately began to weed the yard. She didn’t even come inside to say ‘hello’. She got right to work helping.
That gave me a hint. I didn’t ask anymore. I just started doing things — 20 minutes later she was thanking me.
How can you apply this to your businesses? Comment below: