As consultants, we sometimes have prospects who just don’t ‘get it’. They struggle to see, or believe, the benefits of our propositions.
When this happens I’ve found consultants adopt one of three different mindsets, with supporting internal dialogues.
- The blame mindset. “It’s the clients fault they don’t get it. Their thinking is lazy, or stupid. I’m wasting my time here.”
The pitch mindset. “This client doesn’t get it because I’ve not communicated well enough. I just need to pitch things more convincingly, then they’ll get it. I’ll present my proposal with more razzle-dazzle, enthusiasm and passion.”
The rapport mindset. “They don’t get it because we’re not on the same page yet. I don’t understand the clients thinking about this and until I do, and accept it as their reality, how can I expect to influence their thinking? I need to ask more questions and listen.”
Each of these three mindsets results in different actions, different relationships, and different outcomes.
The bottom line
When the client ‘ just doesn’t get it’ which mindset do you adopt most often? Which one works?