The Client Letter
April 15, 2013
The Northland
Snow (Again) 33 Degrees
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I often talk about how we service providers are a lot like trains running down the track.
I have to admit, I didn’t used to be a smart train.
I’d do things that no self-respecting train would think to do.
My “train” would be running down the track and I’d spy a client out the window on the right.
I’d slow the train down and start the conversation. The client, flattered by a train slowing to give him such attention, would happily talk.
We’d talk about all of the exciting destinations the client would love to travel to. We’d start to make preliminary plans for charting out the route.
The client would mention there were some things he had to take care of before he committed to the trip, and so I’d wait.
I’d just chill out in my train there waiting around for my client to jump onboard.
I imagine you can see where this story is going. Because many times, my train just sat there waiting for a passenger that never showed up.
Oh, woe is the poor little engine that couldn’t. He went to all of the trouble to slow down and now he’s sitting there, still, alone on the tracks.
I lost count of how many times I’ve “slowed my train.”
These days, things are just a wee bit different.
I finally understand that allowing any one passenger to control the speed or direction of the train is not smart in the long term.
Passengers ride trains, they do not drive them.
Passengers do not direct the route of a train, they simply choose the train that is right for them.
If you feel like you’re getting the run around by your clients, ask yourself who exactly is driving your train?
If it’s not you, today is the day to get back in the driver’s seat.