
How’s that working for you?
New clients – or potential clients – sometimes get nervous at the thought of being vulnerable.
Sometimes they get defensive. Sometimes they give terse responses. Sometimes they want to impress you with a rapid answer to every question you ask.
Help them put their armor down…
Guide them back: “What would make this conversation valuable to you?”
Or be gently provocative: “You seem to have an answer to everything we have discussed so far. So I’m curious. Why are you here — and how can I help?”
Or be more provocative: “You seem to have an answer to everything we have discussed. Where else do you do that? And how’s that working for you?”
Love. Rich