How to convince your clients

It’s easy to say that you need to know as many things as possible about your clients. The problem is when we have to think of ways to achieve this.

photo by Office Now - Flickr

Listen to them

Probably one of the best ways is to listen to them! Yes, before you talk, always listen! (It can be helpful in everyday life also). When a client comes to you, start your convincing method by listening to what he tries to say and especially HOW he tries to. In the beginning a client will try to convince you (and himself) why he wants this project, what he wants to achive.

Listen him carefully and take notes. Write down and quickly analyze the methods he uses to convince you and use them “against” him. For example if you hear him talk about statistical data a lot, the best way is to “tune-up” your presentation with lots of them.

Also by listening the client carefully, he thinks that you are trully interested in his project! It’s an extra add for you!

Use his past

Try to grab as many information as you can about your clients. Learn their audience, try to figure out their true needs. Make a list of his experiences and use them when you try to convince him about his needs. Find a way to “connect” those experiences with the final “product”.

Of course it will be a true advantage for you, if you share common experiences. Use the discussion around them to achieve your goal.

The same thing you can do when you want to convince a comittee and not one human. Try to use common group expreriences which can help you “manipulate” them by putting them under one umbrella.

Let the client take decisions

You can convince him easier, if you let him thinks he makes the strategic decision. Let him thinks he own the idea. Present him different approaches of the same project. Guide him through 2-3 scenarios you had already chose and then let him make a choice.

Act fast. Don’t let him start creating his own scenarios, which will probably end to your frustration. Present your own proposals quickly. This way you play safe and at the same time you take points for your expertise of being always “ready with answers”.

Of course we can not end up here, because you have to present him with great layout proposals and so, but if you find difficulties with the conversational part of the deal, follow these three advices and you can be sure you will gain his appreciation.