- Tell me more. When you hear a client say that they want to know more, you want to provide them a reference story. As you begin your story, it will encompass the situation, their primary concern, the reasons for their concern, what they said they wanted, what you provided for them, and the result. The purpose is not to manipulate them, but to show them that you are capable and have dealt with similar situations.
- Tell them more. You are offering a story, inferentially describing it, to your clients that you are not describing them in but that they can relate to. You are providing them with a reference story that shows that you are competent, and through reference, they can determine if this is them. Similar problems with other clients have provided you with the experience and capabilities to care for this client’s problems.
- They need to open up. When this information is shared in the right way, your client may open up and tell you what they are challenged with. It’s now possible to explore the reasons for their problems, the impact it is having on them, and how you can help. It opens up a space where you can be positioned first as the solution to their problem.
