Powerful requests lead to big thoughts and transformative results. The past several years of my career has been spent in a sales (or "go-to-market") environment and I've seen this play through in multiple ways.
If we're trying to move a potential customer farther down the path of acquisition, we have to make powerful requests. The big asks tell the customer that we're serious partners on their journey to success. I want you to succeed, so I'm going to ask you to do hard stuff to get you on the path toward success. I'm not here to help you get incrementally better, I'm here to help you get transformational results.
If a customer has purchased a solution, we have to make powerful requests. Complex solutions lead to complex implementations. Truly, when the sale is done the journey is just beginning. To get the customer to take steps two, three, four, etc., we have to make powerful requests that push them out of their comfort zone and lead them toward implementing all the goodness they just purchased. We are asking them to make their lives worse for a bit on the path to better. That's a big ask.
If a customer isn't getting the value out of our solution that they expected, we have to make powerful requests...not just of our customer, but of ourselves.
- To the customer, are you willing to go engage with that line of business you previously said was too stubborn to work with? Are you willing to modify the "untouchable process" that's putting a speed limit on the solution you purchased?
- To ourselves, are we willing to provide some free professional services to help fix a situation we caused due to a bad sale? Are we willing to cancel the contract and refund the customer when we find a bad fit? Will we sit down and acknowledge that our solution wasn't up to the task?
Making powerful requests requires courage, confidence, and the willingness to hear a response we don't want. Powerful requests help us filter out folks that are serious from those who aren't. The powerful requests help us understand where enablement gaps may exist. The powerful requests help solidify our position as a person (or team, or company) that cares enough about your success that we'll ask you to do big things.
Powerful requests lead to big thoughts and transformative results.