Written by: Vickie Sullivan | January 18, 2018
How to Avert a Client Disaster
Assumptions. We all have them. The problem is often folks get so attached to their positions without really knowing the ripple effect.
So, how do you splash the cold water of truth on your client’s situation without making them feel wrong and stupid? Here are my two favorite ways to talk folks out of a bad idea:
• Ask “what about” questions. I do this all the time. When a client says, “Hey, I want to do this!” and I know it’s not gonna work, I’ll ask something like this: “Well, that strategy needs a lot of XXX (which they don’t have). Do you have a budget to fund that, or are you planning to do that yourself?” After shocked silence, I’ll say something like, “Ya know, that’s why I recommend XXX for folks who don’t have XXX.”
Listen: 2 things you should never say about someone’s idea
• Tell a story with a heads-up. Sometimes a client is married to an idea. If you think you can’t talk them out of it, give them a “heads-up” of what lies ahead. Say something like, “Well, OK. Billy Bob did the same thing and fell off a cliff. Just know this cliff is up there so you can plan a detour.” Giving new information will let them decide for themselves. Be sure to give them an out so they can save face.
Thought leaders need to give clients a reality check but also be cheerleaders. These two tactics will help you do just that.
Many folks come to us who don’t know what they don’t know. They come to us with perceptions that have no basis in reality. By helping them see the obstacles ahead, we’ve used what we know to prevent a train wreck.
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