When clients go silent, it often feels like they have disappeared. So why does this sort of thing happen when you are taking your clients’ interests seriously, when they don’t seem to be?
What, if anything, can you do to stop this happening and what can you do to try to fix it?
Firstly, we perhaps to need to ask: ‘What are the reasons behind these sorts of situations?’ It could be the same reason why we don’t call people back. Perhaps it’s because when we are ‘trying to convince clients to buy from us’ we find ourselves concentrating on why we are so great rather than focusing on trying to understand what the client is trying to achieve and the problems we help them solve.
So, for instance, if you are someone who markets project management services, instead of telling them about your various systems, ask them what their problem is and is it worth solving now.
We could say something like:
- People come to us when they are having problems with contractors and suppliers that don’t perform.
- We are uniquely placed to solve such problems as our case study sheets testify.
- Our clients tell us that we are uniquely positioned and qualified to solve problems for them.
- Unfortunately not everyone is a right fit for what we do and how we do it.
- So, if you will tell us more and you are a right fit, I’m sure we can help you.
- Now, tell us more: how important is it to you that we help you solve it and if we can’t what happens if you can’t solve it?
If you follow the above reasoning and set of simple steps, it’s likely that your clients will be less silent.