Going Beyond The Numbers
As 2012 draws to a close many business owners and managers are taking the time to re-visit this year’s goals and measure how they did, as well as setting new goals and objectives for 2013. Normally when these numbers are presented to the employees we show them expected monthly, quarterly and annual objectives, and usually they’re comprised of a combination of anticipated revenue from existing customer as well as from new customer acquisition. And there is nothing wrong with that. The numbers tell the story of the year, most of it but not all of it.
The most successful companies are comprised primarily of companies that not only know their revenue goals, they exceed them. But the majority of successful companies also go beyond just the financial statements and balance sheets. These companies connect with their customers as individuals. We tend to forget sometimes that our customers have fears: fears of not hitting their own growth objectives, of not making payroll, of not appearing successful in the eyes of their family and friends.
As service providers to them our jobs are much more gratifying when we not only understand our customer’s business, but also when we understand and connect with them as people who are just like us, that want to be and appear successful, to take good care of their families and to make a difference in people’s lives with the work they do. Perhaps one of your main goals in 2013 will not have a number in it but will be a goal to connect with your customers on a deeper level; to connect with them as someone with the same fears and dreams that you have.
Your work will be much more gratifying in 2013 if you’ll make that connection with them and let your customer know you truly care about not only how their business is doing, but how they’re doing as people and what you can do to help them feel more confident and secure that they’ll not only survive 2013, but that they’ll thrive in 2013 both professionally and personally.