What’s obvious to you might not be so obvious to your clients. You can create new value for others by pointing out something right in front of them.
A Hidden Gem in a Speck of Dust
Last week, my family and I visited Washington D.C. and came back with lots of stories to share. But one especially memorable moment happened at the NationalAir and Space Museum. My wife recalled being able to touch a moon rock when she visited years ago as a little girl, and she asked one of the museum docents if they still had it.
“Not anymore, unfortunately” the guide replied sympathetically. Then she leaned in – almost conspiratorially, “But if you’re into moon stuff, I can show you one of my favorite things in the museum. It’s kind of a secret that’s hidden in plain sight.”
Intrigued, we followed her to the display case containing Neil Armstrong’s Apollo 11 spacesuit. She crouched down to my kids’ level.
“Look at the pants. Do you notice anything on them?”
”Pockets.”
“Yes! Those were helpful for keeping things in…. also, see that gray stuff? That’s actual moon dust! When the museum first got this suit, they almost cleaned it off. Thankfully, someone had the sense to preserve it.”
We spent a couple minutes admiring the dirty pants. That small revelation really brought the exhibit to life. This wasn’t just a replica or merely a spacesuit we were looking at. It was THE spacesuit that took those historic first steps on the moon, complete with extraterrestrial shmutz. Thousands of people pass by this display everyday. But how many people notice the dust and take time to make that connection?
Enthusiasm Changes Everything
Personally, what left the biggest impression on me wasn’t anything in the display case, but rather the guide herself. Instead of just apologizing for not having the moon rock we were looking for and shooing us along, she leaned in, and shared a little time and a little enthusiasm, and created a memorable (and shareable) moment for our family.
I think we underestimate the power of simply showing up and offering to be helpful – even if it’s by pointing out something “obvious” to our clients. We often hold back a lot of value from our customers because we assume what we have to share isn’t remarkable. We’re afraid (I’m afraid) of wasting someone’s time by telling them something they already know (”Wow, that’s… unimpressive.”
But keep in mind:
You don’t actually KNOW what someone else knows. Something might be very familiar to you, but there’s a good chance it’s brand new to your client. And even if it’s something they have already heard or seen before…
It never hurts to be reminded of something helpful. They won’t look down on you for knowing something they also know (and may have forgotten).
Much like our museum guide, your enthusiasm and fresh perspective can breathe new life into something familiar and overlook. Your clients aren’t counting on you to invent a brand new solution for them. They just need you to help solve their problem, even if that means simply pointing out something right in front of them.
Your “Moon Dust” Moment
So, what’s something your clients might be walking past every day that you could turn into a “moon dust” moment? How can you use your expertise and enthusiasm to transform something ordinary into a remarkable experience for someone else?
Feeling stuck or discouraged by something in your business? Sometimes we need someone else to help us see the value in our own dusty pants (so to speak). If you’re in that spot right now, reach out! I’d love to hear what you’ve got going on and see if there’s any way I can support you on your self-employment journey.
