Okay, so let me paint you a picture to share my tips for client clarity... let's say you just finished a client discovery session and offered the client to work with you privately and make a 5 figure investment in your services. Let's, for the sake of the example, assume that the client was expecting an investment a little closer to 4 figures and as a result, he pushes back with something like... "So what makes you qualified to charge that much?"

From time to time everyone needs a little clarity. Yes, that includes your clients and prospects. What's important to note at those times, is as the service provider, you must always keep a level head and provide a response that will add value, not create discord. While the customer is not always right, the customer always deserves to be treated with respect and provided with a level of service that is respectful and exemplary of your brand.

It's important to note that clarity is not a personal attack on you. It means that the decision to invest in your services is a stretch for them and that produces fear and in fear, we want to find a way out. We position ourselves that way by seeking clarity or creating an objection to what we know is exactly what we need to achieve our next level. Our ego begins to run rampant and the result... well, let's just say that it could be a less than favorable conversation where you, the service provider, must encourage a response to maintain your brand positioning and get the new client.

When faced with an experience that may be less than favorable, because I get it, no one wants to be challenged, it is still your responsibility to remember why you are in business and what level of service you've committed to offer your clients and prospective clients. Don't take a question as a sign that you are not an expert and cannot solve their problem. Instead, take it as an opportunity to provide additional education and perhaps coaching them successfully out of their comfort zone. Read more...