While i was still in school, I read Jeff & Bryan Eisenbergs book, Waiting for Your Cat to Bark. In it, they talk about WIIFM, your customers favorite radio station.

This stands for What’s In It For Me.

What is the problem that a customer can hand to you and you take care of it for them? Today more than ever, people in personal and business want to hand things off and not worry about them.

Let me explain failures which will hopefully make successes clear.

• Developer who takes 10 hours and can’t get an WordPress dev environment setup (this takes me ~45 mins following along with a training video online)
• Babysitter who asks for more money after the job is done.
• Contractor who needs you to watch them do the job and then talk about it for hours after

In short, success is anticipating your customers needs, taking ownership of the problem and solving it for them, only presenting with the results.