A few years ago I read a book called ‘Clients Forever’ by Doug Carter.
He very wisely points out that real value is created when clients have a revelation, an ‘ah-ha’ moment or an insight.
This is when they see something new or differently and this is important because people always buy or take action for their own reasons.
He also points out that ‘Revelations stop when presentations start.’
I expect we have all been guilty of being overly keen to get our point across or share our ideas, but this can easily compromise trust, rapport and a clients capacity for insight.
What we want to share can, of course, come into play when appropriate. But, first and foremost, we always want to put the client at the centre of the conversation.
When you create this kind of environment it conveys the highest levels of trust, creates human connection and a real sense of collaboration.
In the video I talk about why people are so distracted these days and the key to highly compelling meetings.