How to Behave with Clients

Source: Partner Insights

• Demonstrating some excitement about your work will not diminish your professionalism.
• Make sure your clients know whether you’re agreeing or simply acknowledging what they’re saying.
• Don’t talk about your products or services. Instead talk about how you can solve a specific client problem.
• When presenting a proposal, don’t allow it to divert the client’s attention away from you. Select specific parts of the proposal to present verbally, and don’t refer the client to the page number until after you have presented it.
• Get the clients or buyers to talk. Ask them what they already know about you or the firm. Otherwise you may tell them things they really don’t want to hear.
• Talk about failures of your service with other clients. It may have been the client’s fault. It makes your assertions more credible.
• Don’t make exaggerated promises — they can easily result in disappointments.

For the complete article, click here and select Communication Tip to Click with Clients.

From Partner Insights, Aquila Global Advisors, LLC, January 15, 2008, www.aquilaadvisors.com.

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