COVID-19 taught leaders quite a lot of powerful classes and revealed that even well-established companies might fail within the midst of uncertainty. Though there’s no foolproof approach to insulate your organization from potential hardships, you may keep relevance by specializing in the issues your services or products clear up.
Being problem-driven serves a number of functions. First, it retains your focus squarely in your clients. You aren’t as more likely to be distracted by the “what you do” or the “the way you do what you do.” Reasonably, you’ll at all times refer again to the important thing motive you’re in enterprise.
A second profit is that you simply’ll be extra environment friendly along with your total processes and workforce time administration. You’ve possible skilled some turnover resulting from the Nice Resignation. Changing into an issue solver provides your workforce members course and goal. This helps them be extra engaged and productive; they’ll be extra more likely to stick round as a result of they know they’re making a distinction in clients’ lives.
Lastly, changing into problem-centric will provide help to make your services even higher. When you really perceive your clients’ issues, you may determine related options and deal with different tangential struggles.
Inspiring Your Staff to Turn into Downside-Targeted
Are you able to focus your enterprise round the issue you clear up? The next methods will provide help to reset your North Star so that you simply always remember why you’re in enterprise:
1. Analysis different corporations which have generated success by fixing particular issues.
The easiest way to know the advantages of changing into problem-driven is to examine different corporations. Take Salesforce, for example. The cloud-based software program firm helps its customers retailer, handle, and analyze knowledge. In different phrases, the issue Salesforce solves helps clients keep organized and make well-informed choices.
Subway solves a a lot totally different drawback: shoppers’ need for quick meals that’s additionally wholesome and never overly processed. Subway’s total platform is constructed round exhibiting clients how they overcome this drawback, proper all the way down to its “sandwich artisans” making meals in entrance of consumers’ eyes.
As a facet notice, you may wish to take into account the issues your strongest rivals clear up. Do you clear up the identical drawback another way? Possibly your answer is extra reliable, however your rivals are doing higher jobs positioning their options from problem-solving angles. Study from these round you to find out the very best path ahead.
2. Converse along with your most glad clients or shoppers.
Have you ever overpassed the issues your organization solves? Your greatest followers haven’t. They know why they respect your enterprise. You simply have to open up communication to allow them to offer you explanations.
There are quite a few methods you may collect this data. As an illustration, you may wish to ship out surveys or arrange in-person or on-line focus teams. Relying on the kind of market you’re in, you could possibly decide up the telephone and have one-on-one conversations along with your finest champions.
You’ll want to write down all the issues that your clients say you solved for them. Then, search for frequent threads so you may drill all the way down to just some core issues. Your gross sales and advertising and marketing workforce members can present a form of litmus check to make sure you’ve recognized the problems they hear from clients every day.
“The golden rule for each enterprise is put your self in your buyer’s place.” – Orison Marden
3. Remodel your mission and imaginative and prescient statements.
Do your mission and imaginative and prescient statements define the issue your organization addresses? This must be a serious precedence. When your mission and imaginative and prescient reference the issue you clear up, the entire world is aware of instantly what to anticipate out of your model.
Once more, this can be a good place to start out conducting analysis. Lookup some profitable corporations’ mission and imaginative and prescient statements. See which of them tacitly or overtly discuss issues. How does yours evaluate?
Simply make sure that your mission assertion doesn’t sound pessimistic or overly transactional. Trustworthy Tea’s mission does this nicely: “Trustworthy Tea seeks to create and promote great-tasting, wholesome, natural drinks.” The assertion implies that not all drinks are scrumptious, good for you, or sustainable. However the phrases themselves are stimulating and interesting.
4. Make your gross sales and advertising and marketing messaging problem-centric.
All of your gross sales and advertising and marketing supplies ought to clarify how your organization solves an issue. By placing this messaging entrance and middle, you’ll present potential clients precisely how one can make their lives higher.
Think about the movies you produce. In at the moment’s world, video content material is crucial as a result of so many individuals eat it frequently. HubSpot analysis reveals that about two-thirds of individuals depend on video to find out about merchandise or manufacturers. When you’re making a video, begin off by speaking about the issue you clear up. Make sure that the issue’s adverse impacts are clear. From there, you may communicate extra about how your organization tackles the issue and some great benefits of your services or products.
Don’t neglect to replace your cold-calling campaigns, too. Each name ought to contain problem-based discussions that lead prospects to the conclusion that your organization is the correct associate. As you’re updating your gross sales scripts, keep in mind that issues are virtually at all times instantly related to a drain on time, revenue, or each.
Your clients’ issues are your alternatives. So long as you clear up a related drawback, enterprise won’t ever dry up. And that’s an impressive place to be in as a result of it helps defend you in opposition to occasions akin to recessions and the Nice Resignation.