Never Waste a Good Crisis

Looking back on the history of “traditional” BVFLS work, we’ve enjoyed the long-time luxury of complacency. And basically, we’ve gotten by, even flourished, by providing services that are primarily:

• Completed one-to-one (we can’t resell a report to another client);
• Performed once-and-done (we have few repeat clients); and
• Offered all-or-nothing (we only promote/sell a BVFLS service).

If the Covid crisis has revealed one thing, it’s the importance of having long-standing and ongoing client and referral source relationships—and more than one service to offer them! And as the country begins to open up, leads, prospects, clients, and referral sources will remember those practitioners who said they were working from home and that their firms were operational. But what they will remember more is if you were able to help them get through the crisis. And it likely wasn’t your “emergency” valuation they needed (or could afford). It could have been your minimum viable service that kept them operational…if you had one.

What is an MVS? It is selling the life raft, not the yacht. Something that if a prospect or client or referral source called you and said, “I need help solving X problem,” you’d say, “Of course I can do that.” Even though it’s not listed as something you do on your website or LI profile. Because you never thought to list it…until now. An MVS also gives prospects and clients and referral sources an interesting option. An option that can change their mindsets from, “Do I want to work with you?” to “How do I want to work with you?” Makes sense, right?!