When we speak with prospective clients, we ask them a series of questions. Listen to Erik shares how we help our clients achieve their goals.
Erik J. Olson (00:01):
What is happening. This is Erik J. Olson, your host of this episode of the Journey To $100 Million. When we speak with prospective clients, we ask them a series of questions and by series, I mean like a six page document. If you are watching this on video, I’m just gonna kind of flash your tea, cuz this is proprietary. I don’t want you to steal my questions. These are really, really good. I got this from a very smart person who told me, don’t share this, but we ask all sorts of questions and we don’t jump right in and ask them, what are your objectives? Cause a lot of times they don’t even know what their objectives are. Right. But we do ask some things like, you know, tell me about your business. Tell me about your challenges. Tell me about some goals that you had set. Are you hitting those goals?
Erik J. Olson (00:47):
Let’s see here, are you being proactive in your marketing, but what we’re really trying to get down to is what opportunities have they missed in the past? What opportunities are they missing out on now? What is the impact to them? Their company first, what is the impact to their company by having these gaps between what they want or could accomplish and what they are getting or are accomplishing? What are the gaps? And in some cases like I, I just did this interview process with a prospective client. Who’s now actually a client and the gap was like a million dollars a year. And that’s just the last year or two, never mind, like the five years before that a million dollar, a gap per year. And I asked him like, what does that mean to your business? And the answer was, well, if I had a million more dollars those past couple years, we would be a much bigger company.
Erik J. Olson (01:40):
Now I’d have a bigger staff and I could help more clients. Okay, great. What’s the impact to you? Now? The answer that I got back from this one was really interesting and I’m referring to one specific interview in my most recent one. The answer that I got back was my wife has been wanting a second home in Florida for years. If I could fill that gap, then I could give her the second home that I’ve been wanting to give her, but I can’t do that right now, Eric, because I don’t have the revenue in my business for that. And it’s incredibly moving to me to realize that when we help clients here to Array digital, it goes beyond just the work. It goes beyond just the fact that we’re gonna make a, a small amount of profit. And by small, frankly, it is, we’re not killing it here, but it goes beyond all that because we can help our clients to grow bigger companies, to fulfill their missions, to hire more employees and help more families of their employees and to fulfill their dreams. This client’s dream was to fulfill his wife’s dream, which is to get a second home in Florida so that she wouldn’t have to bear the cold of living
Erik J. Olson (02:58):
Up next winter. And guess what? When he said that, I said, you know what, we’re gonna get you there. We’re gonna get you down to Florida. So that’s the goal that we’re going for. And I remember this, right? He’s gonna remember that. And every time we talk, when we talk about his goals, his objectives, the progress we’re making, it’s gonna be within the context of how close are we to accomplishing your goal. Your goal is to get a second home of Florida. My goal is to help you get that. Now, if you’re listening to this and you’re like, oh, must be nice. Have second home for like, these are people like this person has in the mid fifties or so he’s gonna working his entire life to get to this point. This is not someone who’s spoiled or pampered. He’s been working his entire life to get to this point.
Erik J. Olson (03:47):
And this is one thing that he wants and what’s wrong with that. There’s nothing wrong with someone wanting, you know, establishing a goal, wanting something like that for themselves, for their wife, for their family and going after it. It’s a great thing actually. And, and, and if you are not setting goals like that, I encourage you to, you know, it, it, it may seem counterintuitive at first or it may seem like I don’t know, maybe greedy or something, but it’s not, it’s not, there’s no reason that you shouldn’t be able to live that life as well. Set the goal, find people that can help you and then start moving towards that goal. Work really, really hard towards it. This particular gentleman, right? He he’s been working his ass off. He finally partnered with someone like a digital who can help him achieve his goals. Good for him. I can’t wait to visit him down in Florida.