The old saying goes, “In order to change, the pain of staying the same must exceed the pain of change.” Heard that one? This refers to our natural instinct to be safe and secure and the common knowledge and experiences we have telling us that doing something different comes with risks. Other sayings encourage us to take the step, such as:
“Those who say it can’t be done count the risk, not the reward.” Unknown
“Only those who will risk going too far can possibly find out how far one can go.” TS Eliot
“If you are not willing to risk the unusual, you will have to settle for the ordinary.” Jim Rohn
Pain is an indicator that something is wrong. If we are in physical pain we figure out how to get rid of it. Why are we so reluctant to do the same in business?
Is your sales closing rate low? Look for a new way to ask for the sale or how to follow up better.
Are your technicians not taking the time to engage customers on every call and see how else they might serve them by asking the Four Questions? Put the Four Questions on the service invoice (Yes, reprint them.) and have your dispatcher debrief the tech after every call about the customer’s responses.
Is there a coworker who seems more motivated to spread discontent among other coworkers than to do his job? Sit down with him, one on one, explain and document your concerns and give him clear, written instructions on what must improve.
Pick something that needs to be improved. Make it your single priority today and get it done.