So… what does Success look like for your customer? That’s the question that’s at the base of my wildly popular “The Secret to Successful Customer Onboarding” article.
BTW, this article is good… but I have another one that goes into more detail on Desired Outcome you should check out, too.
But it’s not actually a very good question. What does “success” look like for your customer? What does that even mean? Unless it’s a hard ROI, that’s a tough question to answer.
So I always found myself moving to different ways of phrasing basically the same question. And when you do that – when you have to say “in other words,…” next time just start with the “other words” and move past the confusion.
So now I ask about your customer’s Desired Outcome… but even that easier-to-understand concept has its nuances. Let me explain…