You’ve connected with a prospective client or customer.
You’ve taken time to fully understand their needs.
You are now absolutely certain that your service or product is exactly what they require. Experience of your industry assures you that they won’t find a better match than you, anywhere.
You now have a professional obligation to the prospect. Your obligation is to make sure they don’t make the mistake of hiring or buying from another provider.
Your professional obligation
The reason you have an obligation, is that as a professional, you always act in the interests of the market you serve. You have no way to know just how badly people will be served by one of your competitors. The only thing you can know for certain, is that you take great care to provide your clients with a superb, professional service. In short, your prospect needs you!
Okay. Please hold that thought for a moment.
Now consider your next conversation with a prospective client.
Before you begin, simply remind yourself of the facts above; that you can provide exactly what the prospect needs, that you’ll serve them better than any of your competitors and that the prospect needs you.
Here’s what often happens
Having shared this idea with countless business owners over the years, here’s what I have found again and again.
By approaching the conversation with your prospect, mindful of your genuine commitment to their best interests, it improves how they feel about you and how they feel about what you say.
Interestingly, you don’t need to deliberately change the words you use.
Why?
Because what you’re doing is 100% sincere.
It’s natural, not scripted.
It’s genuine, not a trick.
What changes by default, is how you communicate; your eagerness to listen fully to what they say, the cadence of your conversation, your facial expressions and your body language, etc. You’re now communicating with them as an ally who is looking out for them and their best interests. Because that’s exactly who you are, and it’s exactly what you’re doing.
It all stems from a simple reminder of how much you care for your clients, and how committed you are to delighting them.