That’s you showing up to serve your customers.
Serving them can take many forms:
- You doing work for them.
- Advising.
- Coaching.
- And telling them “No, I’m not the best one for your situation”. So you refer them to someone who could be.
This last point is (the) one that makes you stand out.
And how they’ll remember you.
Not for the work —who remembers what specific work you did 15 years ago?
But for how you helped them.
It comes from the clarity of knowing who you can help best, how they can get to be at their natural best, how they can get their best results. And from the clarity of saying and asking for no.
Not in the way of “how to get them to say yes”, but on how they can make sense and have an educated decision about you being the right one or not.
A choice.
That’s not you framing the conversations to close the deal.
It’s you taking the conversation to help them get a better picture, with the right tools.
It’s you leading.
It’s you on the bright side.