"A clear vision, backed by definite plans, gives you a tremendous feeling of confidence and personal power."
- Brian Tracy
What happens you hit the point that you feel you cannot get "that client" to pay attention? You know your product/service is better, yet, they are so ignorantly comfortable, they do not want to consider change. How can you get them to listen after all your efforts to talk to them?
FLIP THE SCRIPT.
Although I am not aware of where this phrase is derived, I do know what it means! It means turn the tables and create a reverse effect from what you were trying prior. Use leverage, in whatever manner you have available, to force them (or at least heavily influence them) to pay attention to what it is you have to say.
2 DEGREE SUCCESS STEP: Commonly, a client does not want to change because they are "familiar" with what they are into now - like a guy that cannot break up with a girlfriend that he knows is not good for him. The client's pain point is not high enough to consider change.
What if, instead of attacking the pain point, you approached the pleasure point? (sounds dirty)
Maybe your client is looking for a better branding or wants to run a client appreciation event. They do not NEED it, but it sure would be awesome! Instead of explaining to them the 100 ways you are better, cheaper, faster, whatever; you offer to assist them in fulfilling this unneeded, yet very attractive event.
Think they would listen to you then? Maybe NOT right away...but I imagine after the event is a success, you can get whatever you want!
Be mindful of opportunities to flip the script and get a client to chase YOU. While the above is an extreme example, sometimes, just doing a sales training for a struggling staff or bringing in a massage therapist for CPAs during tax season is all that is needed to flip you from a pest to a partner!
Cheers,
Zach
*To enjoy past editions of the Morning Motivator go to – http://grow-learn-lead.blogspot.com
The Morning Motivator is a copyrighted publication. The use of this article is open for print or publication with proper citations.
No comments:
Post a Comment