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attention span is not what it used to be, 20 minutes in just 2 seconds — just enough time to read the sentence. Given the paradox of choice, it’s no wonder there is so much indecision. One of his favorite studies on the subject is jam experiment. Shoppers had 24 of his jams on display and it seemed like a great way to cater to everyone’s taste buds. However, a shopper was 10 times more likely to buy jam than he was when only six of her choices were displayed. The abundance of options attracted attention, but hindered decision-making.
I’m not saying companies should eliminate options. This can also pose a problem, as customers often research before making a decision. They know other options exist, so removing too many options too quickly can make them question your recommendations. Generally speaking, the companies that win are those that have teams that take a more advisory role in the relationship. This relationship is not about driving sales, it’s about making decisions.
As a customer, I certainly prefer to have conversations about my challenges and goals, but I also want someone to give me advice rather than pitch me a product or service. Whether B2B or B2C, customers want to be informed about the direction companies should consider and how to get there. This can only happen if you build trust based on humility, empathy, and kindness. It’s all about being a definite expert in what you’re doing.
Of course, there is a learning curve. You should first become a researcher in your industry, or at least give advice from an informed standpoint. Exposing yourself to all things industry related and allowing yourself to be a sponge will help you better share your educated perspective. Clients want advisors. Help your clients make better decisions by:
RELATED: 3 Simple Ways to Use Trust and Transparency to Drive Long-Term Business Success
1. Choose to believe you are an expert
Most people have more expertise than they admit, regardless of their role. Let’s say you are a project manager. In that role, he has been involved in a wide variety of projects with different departments and stakeholders in different companies and industries. That experience provides clients with a unique perspective.
If you need some reassurance, write down what you’ve been working on over the years (tasks, projects, clients, etc.). Think of the time you spent writing proposals, talking to clients, planning execution, and managing projects. Seeing what you know increases your confidence in advising and helps you believe in what you offer.And that confidence will improve your ability work performance whole.In fact, his 98% of employees Research by Indeed He said that having confidence improves performance. The client may have the final say, but that doesn’t mean your expertise is lost. Start being proud of what you bring to the table.
2. Be a genuine and active listener
If you want more of a challenge, Advisor role, we need to understand the client’s situation before making a proposal. It requires active listening. Consider the example when I started running and went to the store to buy her running shoes. The options seemed endless. The clerk saw the unease in my expression and asked her one question, “Are you new to running?” I nodded and he asked a series of more questions, some of which didn’t cross my mind. He asked me to jog to see how my feet hit the ground. All of this information helped him narrow down my choices to his three running shoes.
What he did also applies to his interactions with clients. Listen not only to the client’s answers, but also to observe how the client responds to your questions. According to research, Its communication is 55% nonverbal, 38% vocal, and just 7% verbal. So, ask a question, see client reactions, hear answers, and follow up with more questions. That way, when you make a suggestion, clients know it’s based on a true understanding of their situation.
RELATED: The art of active listening requires letting go of the ego
3. Don’t be afraid to recommend
Proposing to a client is one thing. Telling them what to do is another story as it can force them to make a decision. This is not to say that your background doesn’t allow you to figure out what best suits their needs. But as advisors, we want to keep our clients in the driver’s seat. So let me choose from multiple options.you this can In the form of questions such as “What about X?” Alternatively, you can use a positive statement such as “You might want to try Y.”
If they ask for your opinion, feel free to do so. It shows how you have established yourself as an advisor. Tell them what you would do if you were in their position. If necessary, put it up as a proposal and give your opinion on the value of that option to guide the customer in the best direction. Make sure the final decision is in their hands.
Related: Use these 5 Hacks to Instantly Build Trust with Your Clients
4. Outline your plan
Signing the contract may be the last step in the process for you, but it’s the first for your client. I’m a big fan of high-level timelines because they give some form and objectivity to the important steps. But don’t make the mistake of putting the signed contract at the end of your timeline. Share some critical steps that take place after project approval and make clients aware that those steps cannot be performed until the contract or proposal is approved.
Such a timeline removes the pressure to “close the deal” and increases the client’s burden of getting approvals so you can take control and the client can start to see value. can.
Taking on an advisory role puts our clients first and where they belong. It ends up reminding you of your role in the relationship. We can leverage your background to provide options and guide your recommendations to better, faster decisions.