From the author of Clientize. How to Win Lifelong Clients. Now available on Amazon.
I have a saying when I advise people on getting their point across or trying to persuade someone, "Always put yourself in the client's shoes, to see and feel what they are experiencing."
Think about it for a moment, but from your perspective. How often do you get a phone ca
ll or an email or a request that at the moment, just doesn’t fit in with the urgency of things on your plate right now? You know what I mean. You are in the middle of solving some problem for the company, and a colleague comes rushing with a “you have to get the information updated on the HR system right now, because . . .”
Your immediate reaction is “Don’t they know I am swamped” or “This really is a nit, what I am doing right now is much more important?”
Think about this from your client’s point of view. What is going on in their lives right now and what is it that they are trying to deal with, that your proposition just might not fit in? Understand what could possibly be going on in their lives will help you be much more empathetic and tuned to their needs and actually help you solve some of their issues with your proposition.
When discussing your solution or proposition and you put yourself in the client's shoes, you begin to really listen from their vantage point. Too often we as advisers, consultants and professionals fail to listen carefully to the client and miss what they are saying or not saying. By doing this you can understand the client's perception of his or her problem and, in the process, uncover what, if any, risks the client sees in employing a consultant to help solve the problem.
By uncovering the risks, you uncover the “hidden objections” and by doing this, you can address these proactively, and consultatively, and therefore, move forward to closing your transaction.
To order your copy of the landmark book Clientize--the 25-year survey of what professionals do to win clients business for life, click here.
Think about it for a moment, but from your perspective. How often do you get a phone ca
ll or an email or a request that at the moment, just doesn’t fit in with the urgency of things on your plate right now? You know what I mean. You are in the middle of solving some problem for the company, and a colleague comes rushing with a “you have to get the information updated on the HR system right now, because . . .”Your immediate reaction is “Don’t they know I am swamped” or “This really is a nit, what I am doing right now is much more important?”
Think about this from your client’s point of view. What is going on in their lives right now and what is it that they are trying to deal with, that your proposition just might not fit in? Understand what could possibly be going on in their lives will help you be much more empathetic and tuned to their needs and actually help you solve some of their issues with your proposition.
When discussing your solution or proposition and you put yourself in the client's shoes, you begin to really listen from their vantage point. Too often we as advisers, consultants and professionals fail to listen carefully to the client and miss what they are saying or not saying. By doing this you can understand the client's perception of his or her problem and, in the process, uncover what, if any, risks the client sees in employing a consultant to help solve the problem.By uncovering the risks, you uncover the “hidden objections” and by doing this, you can address these proactively, and consultatively, and therefore, move forward to closing your transaction.
To order your copy of the landmark book Clientize--the 25-year survey of what professionals do to win clients business for life, click here.
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