My coach always says you offer a potential client what they want, and give them what they need. So often, in the fields we work in, we know what a client needs right away, and go into telling them all the things they need to do in their life. And at times, that person doesn’t take our offer. We know they need it. So what’s up?
You need to really listen to why someone wants to do something. What is their primary reason, and then the ones that come after that. The trick is to get them to really state what they want. So many people are conditioned to want something that they think they “should” want, and leave their true desires hidden. That causes problems down the road.
Whatever someone wants is a highly personal choice. So, inspire your clients to get what they want (as long as it is in the scope of what you do), and lay out the plan on how to get them there, and what are the things they need to do to create that.
My chiropractor didn’t assume that my primary reason to go on this health routine was for health. Instead she asked what I wanted. My first response. I want to wear the dresses I wore 10 years ago and can’t wear right now. For some that might seem like a goal not so important, or maybe even shallow. But I remember how I FELT when I was wearing those dresses. How healthy I was, and the list goes on. I can see amazing food in front of me, and I just keep on envisioning how I’m going to feel soon with those dresses on yet again!
So….remember. Ask them what they want, and give them what they need. You will be amazed at the results!
