STS Aviation Group Solves Customer Pains
Whenever someone from STS Aviation Group makes a trip to visit a customer, they are required to complete a Trip Report. This report communicates to the rest of our staff who was visited, what topics were discussed and what future opportunities we can expect. The last question on the trip report is a requirement to be filled out on each and every visit, and that question is “What is the customer’s current PAIN?”
It may seem like a funny question, but it’s the answer that tends to draw the most focus from our staff. Here’s why…
The question identifies an issue the customer feels is limiting their ability to be more successful. In addition, the answer often unearths a great opportunity for STS by allowing us to offer products and services designed to help them solve that pain.
We have become very good at solving our customers’ pains. I would even go as far as to say that some companies we work with are now proactively bringing their pains to us. This has been, and will continue to be, a great source of growth for all of us at STS. We are proud to be able to work outside of the box and offer proactive solutions that our competition may not be willing to supply.
Customers remember when someone goes above and beyond for them. They remember when a partner is willing to help out with some less-than-desirable tasks in order to make positive things happen. STS’ willingness to do just that, to pay it forward, so to speak, just might be our most successful strategy when it comes to growing our organization.
So, the next time someone from STS is visiting you, listen for the question “What is your biggest pain right now?” Then, let’s work together to solve it!
– P.J. Anson — CEO, STS Aviation Group