This time each year, I create my New Year’s resolutions and business goals. I recommend you do this too. For me, it creates my focus and often, weekly reflection. It also reminds me of my higher self. You know, the one that’s the “good angel.”
For many people, myself included, 2020 did NOT go as planned! The goals I set for 2020…out the window as Covid changed everything. But that doesn’t mean you should give up creating goals and plans for 2021. The new year has the potential to be one of transformation like no other. It’s also the year to celebrate a new normal with clients by embodying optimism and strong virtual commercial judgment.
An Understanding Optimist
One of my first 2021 resolutions is to remain an optimist. My second is to promise my clients, and myself, an in-depth understanding of their commercial journey. Our bridge to a better tomorrow is built by being affirmational with clients today. What that means is we know their business/professional goals and, to a great extent, their personal goals, too. Once a client shares this with me, I hold it as a covenant for collaboration. It’s an honor for a client to share what’s truly driving their focus and energy, beyond just the window dressing of expected goals.
A Trusted Advisor
The more I understand the white space a client is wrestling with, the more I can assist them and be held as a trusted advisor. And that’s always a goal for me…it should be for you as well. This requires a commitment to forging an intimate commercial relationship with your client, beyond the peripheral one each of us has. It requires asking questions that may seem too invasive. Let them be that way. If a client bristles with some of your commercially intimate questions, explain that the reason you are asking them is to clearly understand their burning challenge. And, once knowing this, taking it on as a marching order to make the grandest difference you can, helping them resolve that challenge.
Ultimately, you want a client relationship that results in them speaking well of you even when you are not around. Getting in deep with them and staying in their pain as described above will help achieve this goal.
I wish you much success, prosperity, and good health for 2021! -SG