To make an immediate impact on a new client you need to make a personal connection. So be prepared to have some small talk. Think about what’s happening in your life/ their life/ the world even, that you could reference and relate to their business issues and show that you’re in-tune, interesting and interested in others.
The client needs to feel from the very beginning that you are ‘just like them’ and have their best interests at heart
To be seen as a valued advisor by any client, you need to build a reputation for asking intuitive questions, listening carefully to the answers. And you need to feel confident in answering their difficult questions. Knowledge, preparation and honesty is the best motto here.
You need to be prepared to offer your insights and opinion.
The client needs to believe you can help to solve their problems/achieve their goals.
Overall you need to be a great communicator.
So look at the bigger picture for your client and use specific examples to help make your point. You will make more of an impact on your client’s thinking.
FYI – We were asked to review a book by a speaker friend, Mike Dodd on “Great Answers to Tough Questions at Work”. https://www.amazon.co.uk/Great-Answers-Tough-Questions-Work/dp/0857086391
Mike is an ex-journalist who has worked globally asking tough questions. We found his book interesting, entertaining and insightful on planning, preparing and practicing for both a big Q&A or for a tough question session with a discerning client.
It reminded us of the advice we give to our delegates when they’re putting together their core messages. Just like a lawyer you need to have worked out your closing position in order to both ask and answer tough questions.
We liked Mike’s book and gave him a testimonial which is on the book cover.
You will certainly be ready with Great Answers [and be able to pose some tough questions yourself] after reading this book.
Posted by Sally Clare on Friday, August 12th, 2016 in Features › News ›
Tags: answering difficult questions, asking the right questions, impactful presenters, listening, making an impact