The client tells you about their problem, you ask a few questions and immediately know the solution. You have the knowledge, experience, and skills needed to do the job.
You’ve seen their issue many times before, handled this type of case more times than you can count, and want the client to know you know what you’re doing and can help them.
You should tell them, right? Put their minds at ease and tell them what you can do.
Yes, but maybe not too quickly.
If you move too quickly, you might scare them. Make them think you missed something or are telling them what you think they want to hear.
Slow your roll. Ask more questions, explain the options, the risks and deadlines. Talk about possible secondary issues; explain how long it might take.
And reflect back to them what they’ve told you and what you think about that.
Because more than anything, the client wants to know you heard and understood them, and see them as individuals, not just another piece of business.
If you’re too quick to diagnose problems and present solutions, or you rush through the appointment, it can hurt trust. It can make it look like you didn’t listen, don’t care, or you offer one-size-fits-all services.
Or rushing them to sign up because you need the work.
Yeah, don’t rush. Don’t push. Give them a day or two to think about it. Let them get back to you.
You’re good at your job and know you can help them. Give them the time they need to come to that same conclusion.
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