Business is an emotional game. You might not think so, but it is.
You’ve heard the idea that we buy on emotion and justify with logic. It’s true.
But we also keep buying based on how we feel, which is often more important than the initial purchase.
Your job as a marketing advisor is to maintain relationships with your clients and stakeholders in addition to getting good results.
That includes the buyer, their staff, suppliers, and anyone else you encounter along the way.
A consultant’s work is fraught with niggly details, technical challenges, creative solutions, and elements of uncertainty.
Things go wrong, there are ups and downs, and at times, there are uncomfortable conversations. All of which can put a strain on your client relationships.
As a consultant, it’s your job to maintain emotional ease during your engagement, not your clients’.
So how do you maintain emotional equilibrium in your engagements?
Here are a few ideas:
- Do what you promised
- Empathize with your client
- Be candid yet respectful
- Speak in plain language
- Be transparent about everything
- Proactively discuss progress, results, and value
- Ask for feedback on what’s working or not
- Check in often to see if you’re still focused on the right things
- Acknowledge hard topics if it helps prompt helpful conversations
- Admit your mistakes when you make them
- Go above and beyond when needed
- Act in their best interest—even if it goes against yours
- Be genuine with your interactions
These are just a few of the ways you can maintain your client relationships.
The main thing to remember is that you’re paid to help clients make change. And change can be hard.
Be the guide, empathize, and focus on their best interests at all times.
Do that, and the relationship will take care of itself.