As a service provider, your contact with clients is and will be mostly verbal. In the beginning, we all pay attention and try hard both with the body language and the spoken word, minding every single detail; however, in time, the moment to switch on to the autopilot comes, so why not keeping a manual at hand?
Having a prolific relationship cannot be achieved only with keeping things strictly businesslike or going quite the opposite and forcing a friendship. The truth is that it is difficult to balance and have both; keeping it moderately serious and not going over friendly diminishes the risk of chasing away the clients.
Here are some situations with the content quite the opposite of mindful.
Emphasizing your business success is a good strategy for informing people about your capabilities; still, it should not turn into bragging. Mentioning your new car, house by the sea or expensive restaurants where you dine form time to time should never be the topic of discussion. On the contrary, these should be avoided at all times.
Talking bad about the competition
Do not make such a tactic to undermine the reputation of your competition. Course of action like that one has no benefits and is bad for several reasons:
- Karma is a boomerang
- The client will consider that you do not have anything good to say about yourself when you need to "spit" on others
- Competitors are also colleagues - talking disrespectfully shows you deserve no respect yourself.
Using social network phrases (RL, LOL, OMG)
Everything should be done in its own time and in the right place. Abbreviations that have become so common in our everyday life both on social networks and reality should be left out of business conversations. What happens when a serious business person starts acting like a teenager on social networks is that their clients form the following opinions:
- A funny acting adult
- A young person not ready to do serious work.
You do not want to give raise to prejudice. Especially if you are at the beginning of your career and clients doubt your expertise by default.
Being too friendly
There is a difference between having a friendly approach and being accessible when handling business. Making friends, joking and having a casual time with your clients are not a sign of establishing a prolific, trustworthy relationship. On the contrary, it is more likely to send a message that business is not important to you and that the client’s event is not the priority.
Forgetting clients name and the name of their company
Remembering people’s names, their company names and the exact thing their business does shows respect and makes people more open and responsive to you and your ideas. Needless to say, it shows them that they can trust you - something rare but essential in today’s world.
Stop using HAVE TO and MUST
Clients do not HAVE TO listen to you or MUST act according to your vision of their event. They are in two minds from the moment they have realized they need an event planner. Without question, there is uncertainty in what they want exactly, but also unquestionably, they do not need you to tell them what their wishes are and what they are obliged to do. Be the artist of negotiation and lead them to the best choice thinking the credits are theirs.
Do not leave the impression that you are craving for the job
Avoid saying “We would really love to work for you!”, sure you would love it, but you shouldn’t look desperate. Don’t say things that could make them feel you are chasing them. Instead, say things like “We will be glad to work with you!” Whatever you say or do, be available, open, helpful and heedful of all your clients.
Never TRY always DO
If you start a business with a premise of attempt, you are leaving space for failure. The clients do not like to hear that you will try; all they want and need is to know whether you can do it. By all means, tell them you will do what they need, nothing else.
“Listen to me”, “You are completely wrong” “You will love that”.
Event planner-client negotiations and meetings are not about the winner of the discussion. There is no discussion and there is no battle. Your client leaving satisfied is your victory. Reaching an agreement cannot be achieved with you indicating to the client that you are superior, that you know better or by telling them what they will like or not.
It is someone else’s fault!
Whoever is to blame, you are responsible. Never shift the blame on others. The client has entrusted you with the job and saying that someone else is responsible for your failure can only cause distrust, wariness and skepticism.
Finally, one thing we particularly dislike is when someone tells you “That is how I was taught!” Whether it is about theoretical knowledge or real practice, pointing out that your knowledge surpasses everything else is a sign to your client to have their ideas realized somewhere else. Nobody likes to be looked down on, especially if they are paying for the service.
How mindful are you in your practice and what does that mean for your business?