Greg's Right Fit Newsletter - #40

Techniques for FIT

• Options help frame decisions. When confronted with the unexpected, try, "As I see it, you have 3 options. . ." 
• Options move people from thinking, "do I want to do this?" to "how do I want to do this?" A small but significant change. 
• Intent counts more than technique. In fly fishing, a kink in the tippet spooks a fish. In growth, bad intent spooks a client. 
• Templates and guides are shortcuts that make life easier. Essays in school were significantly easier once you figured out the 5 paragraph format, thesis, point 1, 2, 3, recap. 

Being Human - When to use options

I'm writing an article about proposals and one of my main takeaways is the power of options. 

There's a school of thought that experts shouldn't give options because the client is paying for expertise. "Just tell them what to do. You're the expert." That thinking is rooted in the past when information was controlled by the expert.

Today, right or wrong, your customers believe they can search for and find all the information they once needed experts for. Just ask your physician what they think of "Dr. Google." In this article, I submit that everyone is better served when presented with options. 

Thought not always. 

Here's a short list of times I'm not looking for options: when time is of the essence, during regular maintenance, if it's life or death, or if I say, "just tell me what to do." 

Random Stuff