When people hire our services or expertise and become a client, they’re rooting for us to succeed. Some have endured the painstaking process of finding us and have experienced their fair share of failures in the past, thus heightening their desire to achieve satisfaction via us even more.
The most important first step in your work with the client is to create an atmosphere of believability. You’ll best do this by putting your confidence on display in such a way that the client can’t help but think that you’re the guy or gal for them. Possessing true confidence means you have absolutely no doubt in your ability to help others. That’s the measure of self-esteem people are looking for and sadly, often don’t find. If you don’t project this confidence, you cannot expect that someone will believe in you.
I’ve found that in their desire to succeed, some clients are propping up the consultant more than the consultant is propping up them. When this happens, the tail is clearly wagging the dog, and this in turn adversely affects new and repeat business and even the monetary value of services.
Clients (or prospective clients) want us to show them how good we are. When we do this, it’s not pompousness, it’s showing off our healthy ego strength.