How to Remember (Series) E3

Today at the Academy Masterclass. We're going to learn how important it is to learn what your clients want and how to give them exactly what they're asking for. Many people in life, when they're in business, they do things because it's what they want, whether it's writing software, whether it's painting a room or creating the layout of your customer service or client retention area. They do it because it's what they want, but it's not what their clients want.
But how do we find out what they want? I like to think of this as taking their temperature. Now, we don't literally take a thermometer and stick it in their mouth or take one of these probes and point it to their ears. We don't do any of those medical things, but what we do do is we kind of survey that in a way.
So I might be meeting with the prospect and I'll say to them, Hey, Joe, I know we've talked about a lot today. I'm just curious, what would it look like for you if you could have the ultimate solution to manage your technology needs today? And shut up and let them talk. You're going to get so much information, you might even want to say something.
I and I just had this sense that I could trust you. And today I'm glad that I put my neck on the line and even risked my job to bring you guys aboard. Because you've made my life so easy. And everyone in the company has just asked me, What made you do it? It was the greatest choice.