Easy: they’re looking for solutions to their problems.
Let me say that again: they’re not looking for solutions…they’re looking for solutions to their problems.
John Saddington reminded me of that. In a recent post he started off quoting some advice from Steve Jobs:
“You can’t just ask a customer what they want and try to give that to them. By the time you get it built, they’ll want something new.”
See…John’s in web development. So he works with organizations (and ministries) in…trying to think of a cool term…ummm…developing their website (I like that…real original!). They know what their problems are but not the solutions. Per John:
“Essentially, just like Steve said, they (customers) don’t know what they want but I’m sure as heck guaranteed they know what their problems are, so the goal is to find the problems that they face and create solutions.”
Like I said, people don’t look for solutions they look at their problems…then look for solutions to their problems. They don’t look for a solution because they don’t know the solution…they know the problem. And they don’t even consider it a problem until it becomes a “big problem.” And when it becomes a “big problem” then they look for the solution.
People don’t look for a plumber until the pipe is busted and they’re up to their ankles in water, they don’t look for a consultant until the business is almost bankrupt, they don’t look for new technology until the old technology is past irrelevant, they don’t look for better customer service until customers stop coming, they don’t look for life insurance until the primary breadwinner is in the hospital, and etc.
That’s just how people are!
People Don’t Know They Need To Be Saved
Jesus said, “Come to Me, all of you who are tired from carrying heavy loads, and I will give you rest. Take My yoke and put it on you, and learn from Me, because I am gentle and humble in spirit; and you will find rest. For the yoke I will give you is easy, and the load I will put on you is light.” [1]
Jesus is the ultimate example of Someone who knew how to expose and meets the needs of people. What can we learn from Him? A few examples:
- Tell people of their need to be saved: Or upgraded, or fixed, or corrected, or whatever else. If what you have is the answer to their problems you need to expose those problems. Whether through persuasion, fact-finding, or questioning it is your job to show them that need.
- If they don’t want to buy it let ‘em try it: If your solution is really the “cat’s meow” let ‘em try it for free. Let them experience the benefits, the efficiency, the advantages, and etc. Tell them what David told potential prospects, “Oh, taste and see that the Lord is good; Blessed is the man who trusts in Him!” [2]In other words, “you don’t believe this is good…try it out for yourself.” And if its really that good it’ll pay off: with referrals, recommendations, and repeat business.
- Anticipate future problems and develop solutions to them: One of the strengths of good organizations is constant improvement: the mindset of always looking for better ways to do things. You need that mindset. How powerful is it for someone to have the solution to a problem before you know its a problem? Jesus told Simon Peter, “Simon, Simon, Satan has asked to sift you as wheat. But I have prayed for you, Simon, that your faith may not fail. And when you have turned back, strengthen your brothers.” [3] In other words, “I anticipated a future problem and have already made provisions for you.” Again: How powerful is that?
What are your thoughts?
- Matthew 11:28-30 (Good News Translation)
- Psalm 34:8 (New King James Version)
- Luke 22:30-31 (New International Version)
