On this week’s podcast, Chris & Chris talk about the little things that may cost you big if you overlook them. Chris Loudermilk tells a recent hunting story and what he learned. Also, he tells a story about a little thing that cost $0.37 that held up hundreds, if not thousands, of dollars of activity.

 

Sometimes, circumstances make it so you may forget or minimize some of the small things in your process that can make a huge difference. As with the story Chris Loudermilk relates in the podcast, these little things can cost quite a lot of both time and money.

 

Here are some of the little things that you just can’t afford to miss:

 

• Mindset – Always keep a positive mindset. You never know what opportunities may come up on a call. In the afternoon of a day of calls or during the “slow” season, it’s easy to want to go through the motions to get finished. Give every call your best attitude.
• Speed – There is a temptation to speed up calls or to get them “knocked out”. The simple, little thing of slowing down a little can pay off in a big way. Give every call your full effort at a good pace.
• Great Questions – Sometimes, we assume we know the answers to the questions we should ask the customer. You might assume that the air quality is good. You might assume that water quality is not that bad. You might assume that this customer isn’t interested in a USB outlet upgrade. But have you asked? Always be sure to ask great questions so you can be as thorough as possible.
• Set Expectations – Never assume that your customer knows what you will be doing. Although it is easy to make this assumption, especially with customers you’ve seen before, you always need to set expectations so there are no surprises.
• Good options – Another assumption it is easy to make is the customer won’t want all those choices. As a professional expert consultant, you need to give options and make recommendations. Set the expectation that you will do this and make sure it happens. Customers need options and recommendations from you to make a great decision.

 

Remember that the little things can make a big difference. They are easy to overlook or forget, but these little things can cost you big or be the reason you get that big sale or long-term customer.