Master Subjective Value with Objective Clarity
In the first part of this series, we looked at the hows and whys of creating a process for onboarding your clients.
A well-defined process offers two big benefits. First, it gives you a set of steps to work through, which can get rid of your nerves and anxiety. Second, it helps to focus the conversation on what the client needs, which will bring more value to them.
But will your clients object to you taking charge and setting the rules for moving forward? Or will they resist your process?
The Relationship Between Your Prospect and Your Process
In some cases, your prospective client may not like being asked to go through your process. They might feel like they’re jumping through hoops. You could even lose them.
But when you position it as something that offers value to them, they’re much more likely to not only accept your process, but embrace it. They may even brag about it to their peers!
Where you’ll lose people is when you take a “Voice From on High” approach.
If your process is about setting you above your potential client — if they feel looked down on — they’re not going to like it much.
Since the goal of your process is to improve your relationship, save both of you time, and help you help them better, you want to avoid that approach.
So which approach should you take? There are two proven options.
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This article is part of the professional workflow process series.
Series Table of Contents:
- How to Create Instant Authority with a Professional Workflow Process – Part 1
- How to Create Instant Authority with a Professional Workflow Process – Part 2 (This Article)