I was watching a doctor’s video about his dietary recommendations for treating a certain medical condition. What to eat, what to avoid, and why.
I clicked off after a few minutes.
It was too much information. Too many details. Too much science. Too hard to follow. I wasn’t interested in all that information, I just wanted to know the bottom line.
I wanted to see if I’m on the right track. I didn’t want to know everything.
Your clients are the same.
Some clients want you to explain, in detail, all the laws and procedures. They want to know what they should and shouldn’t do, and why. Other clients don’t want all that, they just want to know what you think about their situation, if you can help them, and how much it will cost to get started.
Some clients want the basics. Some want to know everything.
And you have to know (or find out) which is which so you can give each prospect or client enough information and not too much.
How do you know what they want? You ask them. Ask why they came to see you, give them a basic introduction, listen to what they tell you, listen to what they ask you, and go from there.
Don’t assume anything. Let them tell you what they want to know.
And give them as much time as they need. Some will take a lot of your time because they have lots of questions and want to know everything. Some won’t.
Don’t be like most medical doctors today and talk to your “patients” for 5 minutes before you hand out a presciption and send them on their way. I hate that, don’t you?
Yes, I know, time is money. You can’t afford to spend hours talking to every prospect and answer all of their questions. You have paying clients to take care of and cases to work on and need to make that your priority.
Relax. It will all average out.
You’re in a helping profession. Give the client as much time as they need, without the meter running. Some will take a lot of your time (and not hire you). Others won’t.
On the other hand, you also have to protect yourself because there are only so many hours in a day.
Use technology. You don’t have to explain everything to everyone personally. Create content and put it on your website, on social media, or offer to email it to them, and let your content do some of the talking for you.
Talk to the client, show them you can help them, explain the basics, and point to your content where they can learn more.
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