Selling professional services has been defined as a combination of art and science, with communications being the key element. How many times have you planned the perfect client meeting only to leave the meeting without the sale or client commitment to move forward? Communication might be getting in your way.
“Did you know there are five critical areas of expertise needed to design (fill in the blank with the client’s project)? Conversations are built on body language. Wait and see the client’s reaction to your question. Use the client’s answer and non-verbal cues to build the case for your firm. The conversation might continue with the client saying, “Your expertise is great, but my problem is (blank). Now the client is helping you build the conversation. You just learned a pain point you didn’t know before the meeting. When you answer, you will have the client’s full attention.