Updated: Dec 19, 2019
Successful Client Service Partners recognize the importance of being in sync with their clients.
They make sure they know as much as possible about the clients thinking in order to pitch their ideas at the right level.
Simple in concept, but surprising how many experts miss great opportunities by simply being on a different wavelength to their clients as a result of making assumptions.
- They assume the client has limited knowledge and therefore come prepared with a 101 presentation. This leaves the client wandering whether they know more about the topic than the expert!
- Or, they assume the client is up to speed on the subject and related acronyms and launch into a discussion which leaves the client nodding politely without a clue what they’re talking about!
In either case, the resulting disconnect almost always results in client frustration and the absence of a contract for the expert.
There’s a very simple way to find out where the client is on a particular topic … Ask!
Take the time before a meeting, presentation, or workshop to understand. Your client will appreciated the extra effort and you’ll be much more successful in demonstrating value.