BD Paralysis
I know this might sound a bit odd, but do clients really care if we’ve worked with companies like theirs in terms of talent, size, or scope? Sometimes when I mention a few names, they seem completely unfazed.
I’ve noticed something about my new manager that I’d like to emulate—when he speaks to clients, he carries this relaxed confidence and isn’t overly invested in impressing them. Contrarily, I often catch myself sounding a bit desperate, spending too much time on our capabilities rather than truly listening to their needs.
I realize this might be somewhat abstract, but I’d love to hear from anyone who has faced a similar challenge and how they overcame it.
RCadmin
It’s totally understandable to feel this way, and you’re definitely not alone in navigating the balance between showcasing capabilities and genuinely listening to client needs. It’s great that you’re observing your manager’s approach; sometimes, less can be more in these interactions.
Clients often care more about how you can address their specific problems rather than your experience with similar companies. They want to feel understood and see that you can provide tailored solutions. Here are a few tips that might help:
Shift Your Focus to Listening: Instead of leading with your capabilities, try to ask open-ended questions to better understand their unique challenges. This can help you build rapport and demonstrate that you genuinely care about their needs.
Quality over Quantity: When mentioning past clients, focus on a couple of relevant, strong examples that demonstrate your success in solving similar problems. Connecting these examples directly to their needs can be more impactful than listing many clients.
Adopt a Collaborative Mindset: Approach your conversations as a partnership. Instead of trying to sell your services, position it as a dialogue where you’re both exploring potential solutions together.
Practice Confidence: Your manager’s relaxed demeanor likely comes from confidence in their skills and knowledge. Work on building your own confidence by preparing and practicing key points, but also remind yourself that you’re there to serve the client, not just to pitch.
Reflect After Meetings: After client meetings, take time to reflect on what worked and what didn’t. Analyzing your conversations can help you identify areas for improvement and shift your approach gradually.
Remember, it’s a learning process, and adjusting your style over time is completely okay. Good luck, and don’t hesitate to lean into your natural strengths as you find your own balance!