You know how it is, we all have a gazillion things to think about and no matter how much we try to keep our minds on our work, we get distracted by text messages, phone calls, emails, tweets and, usually, they all give us something else to stress about and focus on. Eish!
And that’s exactly what goes on in your client’s mind when you spend time with them. You want to talk about interesting things like asset-based finance while all the client can think about is whether his business will survive the day or if he can pay his creditors on time to get his next lot of supplies – all very boring.
So, how do we get the client to focus? We want the client to think about what we want to talk about ……….and we want to talk about a solution to the client’s problem.
The answer is to, firstly, ask your questions to find out what problems exist that we can do something about.
Then choose one problem and elevate it in the client’s mind. Make sure that the client focuses on that one problem and understands how if affects the business.
Then, propose your solution. If you elevated the problem sufficiently, the client should be happy to accept and do the business. Easy.
Other problems that the client may have can be addressed at another time – don’t try to overdo it in one discussion as you’ll only dilute the main problem and you could end up with no result.
So, two key points; focus on only one problem at a time and elevate it in the client’s mind so that it becomes the focus of attention.