Are your clients convinced they should do something?

Transcript

Hi there, it’s Peter Winick. I’m the founder and CEO at Thought Leadership Leverage, and here’s the idea that I’d like to share with you today, and that’s this: as a thought leader, as an expert, do you know when, in your interactions with potential clients and prospects, you should be confident and when you should be curious?

Well, the overall statement is it’s good to always be curious, and it’s good to always be confident, but I’m talking about when to sort of amp up one over the other. So, here’s where to be more curious than not, and that’s early on in the engagements with the clients. What’s going on? What’s causing them to reach out to you? What are some of the underlying issues in the business that they might not be articulating directly? Ask a lot of questions, lean in, read what you can, study them, really engage, and be curious so that you can learn what’s going on there.

Now, when to show that you’re confident? When you show that you’re confident is when you’re presenting your solutions. “Hey, I heard what you said. We had a couple of calls and such, and here’s how I think I can help you, based on my expertise, based on what I’ve done with other clients in similar situations to you in the past.” You have to put those options out in a fairly confident way because they’re looking for someone to guide them to the other side of that. They’re looking for someone they can trust, someone that can help them solve the problems that you’ve helped them identify.

So, there’s a time to be curious and there’s a time to be confident. Love to hear your thoughts.