Will you show weakness by asking questions? Client-Centricity says...
When developing relationships, why are professionals so hesitant to use the probing and discovery skills they have learned? What makes asking clients questions so taboo in their minds?
In the answer lies the difference between a rainmaker and a producer. Here's the crux of it:
Professionals only ask questions they know answers to - this is actually part of their training. But you CANNOT possibly know someone else’s perspective or opinion or viewpoint or even preferences - unless you probe to find out.
I realize this requires the use of a different part of your brain - and that it often takes courage. I liken it to "jumping off the cliff and finding your wings on the way down". But this is what Active Listening is about and it is the cornerstone of building relationships.
The better you are at learning of another's perspectives, opinions and preferences, the easier it is for you to add value. And when you add value - you differentiate yourself.
Even the most recent General Counsel Client Panel hosted by the Legal Marketing Association Toronto Chapter confirmed this. It couldn't have been said more clearly: "When you ask questions, you show a hunger and a humility to learn".
So - what are you waiting for?
Here are the kinds of things your clients wish you would ask them about:
- their communication preferences/style (including: medium, frequency and purpose)
- the role they would like to play in the matter they are hiring you for
- their business
- their team
- how they feel about your service
Try these - you will stand out. Trust me.
As always, I wish you good business success!
Catherine Mitchell .jpg)
Client-Centric Selling with the Agreement Based Sales® Program and the LEAP Adult Learning® System.