Resources  >> How to Get Instant Buy-in from Clients

About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  August 18, 2016

How to Get Instant Buy-in from Clients

How to Get Instant Buy-in from Clients

Red alert: Personal story ahead.

I got tired of working in the dark after sunset, so I finally broke down and installed a new lighting system for the office.

Keep in mind that construction projects are not my favorite adventure. My approach was a combination of micro managing with frequent trips to the dark side. Fun times ahead.

The reader’s digest version: I hired AZ Quality Remodeling based on my experience with the contractor in chief, Michael Coontz. I had a picture in my head of what I wanted and directed him accordingly. With the diplomacy usually reserved for the State Department, he gently corrected me—every step of the way.


Related: How We Pick Our Partners


Within one minute, I was happy to change course. How he did it: by describing the impact of my choice. He explained what would happen if we put the lights where I wanted them—using tone and verbiage that didn’t make me out to be wrong. Instead of a power struggle, we were two smart people collaborating for a common goal.

Because he proved himself with in-depth knowledge, I trusted his recommendations. By the end of the project, I rubber-stamped every idea he had.

Everyone has a picture in his or her head. It is rarely accurate. An expert will attack that picture head on (and lose). A masterful thought leader will focus beyond the details and implement the vision. Kudos to Michael Coontz for not making me feel like an idiot.


Other Resources You May Like:

 

 

Filed Under: Sales

Tagged With: ,


Comments:

  • Author : NatalieManor

    Published: 2016-08-23 07:53:18

    Good article and the timing perfect for me. I was about to blast a client for frequent lateness even when being flexible to fit her busy schedule. Made me grow up a bit and find a better way of discussing. From frustration to rapport. Good to be reminded of even when we think we are "experts" at the method.

About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.