“The best test for sustainable, ethical, no-nonsense business is to structure the offering…. in the way that you would want to buy it.” This, is the key message Marius Pretorius delivers in his third daily corporate management tip. The mind-set of the Organisation, he says is determined by the confidence it has in its offering. GK
It’s probably Rule #1 for success and so often honoured in its absence. Is it not imperative that you look at your offering from through the eyes of the user?
We use this as the determining test of going to market: how would we want to buy it? One-page contract in normal English? Check
A guarantee that this will work the way intended – perpetually – or immediate cancellation if it doesn’t? Check
Free support to site 24/7 and no questions? Check
A single call to get to a person with a solution? Check
Monthly quantified feedback on whether the advantage promised materialised? Check
On-going relationship with a pleasant and supportive human being? Check
Frequent options as the market changes – without obligation? Check
So the list goes. Easy to understand, visible benefits and more
Check and check again. So check yours often and make it easy and powerful to choose well for your Customers
The best test for sustainable, ethical, no-nonsense business is to structure the offering – economic, supportive and trust-wise – in the way that you would want to buy it. This pits your thoughts of what is desirable against that which your competition offers. This will loosen the juices of innovation and simplicity – what in the world would you not like to buy in full trust, in a mere second, with a handshake and a firm belief that all risks have been curtailed and all benefits would flow immediately? Is that your people offering this? You’re pitching this no-brainer and with an offering to back this up?
It may be pricey. It may be very difficult to offer and sustain your HOW of a no-risk, instant-trust hand-shaker and ground-breaker; but that’s what it takes. Everyone would like the Head Honcho to sign off with the Customer to give that final Welcome Aboard approval stamp. Get your people to think like this too. How would we want to say “yes” to our own offering – and adapt it.
The mind-set of the Organisation is determined by the confidence it has in its offering. If drug pushing is your forte, your mind-set will be different to your user than that of a Real Estate salesperson that also hopes to see the new clients a number of times in repeat business.
The world in an avalanche of no-fault extirpations and “ain’t my fault” paperwork. The salesman smile becomes reptilian – your stars want to be genuine, real people with real heart-warming stories to take back home in praise of you and your cult. Make it worth their while – and start expanding your HQ to accommodate the avalanche of customers hungry for the touch of real people.
This tip is an extract from the manuscript of “The Unconventional CEO: Common sense outside of conventional Management thinking” (by Mario Pretorius).
