Uncovering Needs

My house always needs repair work. Problem is, I never know for sure what needs to be done, and often times its past the point of a quick fix when it is discovered. I wish I had a monthly service where someone would just come out for a flat fee and inspect my house. They could tell me all the things that needed to be fixed, provide me a quote, and I could pick and choose what items I wanted them to complete. It'd be a steady revenue stream for a handyman, not to mention it would save me money in the long-run (preventing things like rotten wood that had to be ripped out and replaced).

As a MM, I find the same thing is true for our clients. Folks are looking for someone to discuss their problems with, and as a result, a need is uncovered. That need many times turns into a project/new work for you and your company to tackle. And all it took was a conversation about what was going on with your client. Selling isn't about cold calls and hunting for work, its about simply uncovering the needs of those around you.