Do you ever concern yourself with trying to prove your value to a client or potential client?
If so, you would be far from alone.
It can be tempting to try and be impressive and this can be especially true in the sales process.
Yet it is also destructive.
So, this article is about how you become free of that burden and naturally convey value without trying.
Why do we try to prove our value?
A recurring (but false) belief with some financial advisers is that clients are ‘buying me’. This is what leads to trying to make a good impression and yet this behaviour is rooted in fear.
What fear does is turn our attention inwards towards ourselves.
For example, one of the least useful questions we can ask ourselves internally is ‘How am I doing?’
This causes us to start evaluating all sort so things like whether the person likes us, if we are making a good impression, or if the meeting is going ‘our way’.
Consequences of trying to prove your value
Trying to be impressive does the very opposite of its intention. It tends to:
1. Lower the quality of your listening
2. Trigger ego defence in the other person
3. Lower trust and rapport
4. Stops clients being willing to open and be vulnerable
Do qualifications prove your value?
Years ago, I used to share an office with an adviser who had so many letters after his name he almost needed an extension on his business card just to fit them all in.
He wanted to be impressive because he thought this would win him more clients.
Yet his client relationships were superficial. Often, clients did not warm to him, and he thought that more qualifications would take care of that problem.
When he was relaxed, he was great company and people loved him. Yet as soon as he got into a sales situation he would tense up, which was the real cause of his issue.
What do clients really want?
In the book ‘The trusted Advisor’ they write:
“Since clients are often anxious and uncertain, they are, above all, looking for someone who will provide reassurance, calm their fears, and inspire confidence.”
Trying to be prove your value does not accomplish this. It does the opposite.
If I am a client, what is most reassuring to me is that I can see, hear, feel, and know that you are deeply interested in me.
I want to know you care. About me.
This is the only way you can build exceptional, transformational client relationships.
When you look at truly successful people and businesses the thing that stands out is that they care. They care about the quality of experience their clients have. Their caring shines through everything that they do because it matters to them.
The most powerful way to convey your value is to take you and your needs completely out of the picture.
When you are willing to serve your clients in extraordinary ways and go way beyond their expectations, you have nothing to prove. Your value will be self-evident.
P.S. Read about 10 ways you can serve someone from the very first moment. Click here.
