The price of the issue.
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How to get the client to follow the recommendations of the consultant?
Just because a client comes for a consultation does not mean that he is ready to do something. It is good when the relationship between the client and consultants is organized in such a way that the client is ready to implement the recommendations of the consultant. A contract with a client or simply the authority of a consultant helps such an organization. When there is no such responsible relationship between the client and the consultant, no recommendations can be formulated without making sure that the client is going to follow them.
The advice of the consultant should be treated with respect by the client.
Respect for the consultant’s recommendations greatly increases if the consultant knows how to conduct and conducts diagnostics: surveys, tests — and can make an authoritative conclusion. During the diagnosis, contact is strengthened, there are many opportunities to make the necessary hidden suggestions to the client, increase his sense of personal responsibility for everything that happens to him and around him — and thus prepare the ground well for subsequent recommendations.
Also, one of the simplest and most effective solutions is the high cost of a consultation. If a well-earned client comes to a consultant who “sells” him a solution at the cost of cheap fast food, then the client develops a corresponding disrespectful attitude. The more expensive the solution is sold, the more significant it will be for the client. However, the high cost of a consultation is not always a good solution; an experienced consultant has other ways to set up a client for work. Which?
The first condition is . Paradoxically, complaints and even crying are not always evidence that the client is ready to work. Complaining is not difficult, many people are ready to talk about themselves and their problems, but to start doing something seriously to solve their problems and build their future — everything becomes more difficult here … If the client does not have sufficient motivation, it needs to be created: better positive, if difficult positive — it can be negative. Is there a vision of a brighter future that is worth doing something for? What is a happy picture? Or, is the client scared enough to start acting even out of fear? Sometimes you can immediately suggest something small, not solving the problem as a whole, but at the same time simple and effective, which the client will like. This will create confidence in the client that the consultant has a lot of such tips, that the consultant will definitely be able to help him — this will also increase the client’s motivation.
The stronger the client’s motivation, the stronger the consultant can create motivation for the client, the less often the «Yes, but» game will sound. In the most powerful consultations, there is a conversation about terminal values: what do you live for, who is truly dear to you, is there someone for whom it would be important to cope with these life difficulties. For the sake of a small child, you can stay alive. For the sake of the future of our children, we can begin to put our lives in order. You will be able to hit a nerve — the client will start working.
The second condition is . Many clients come to a consultant for a «magic pill» with the expectation: «Swallowed — and got the result!». “There are no magic pills here. And nowhere, don’t rely on it!» — this difficult thought needs to be conveyed to the client, but conveyed in such a way that he is not disappointed and does not leave with nothing. “There is a solution to your problems, but only on the condition of your work, your personal efforts” — such a thesis creates a more realistic mood in the client.
Third, one of the most important conditions for a successful consultation is. The most important task of a consultant is to present his advice, or rather, recommendations “what should be done” to the client in a worthy manner. They need to be sold to the client in accordance with all the rules of sale, and they must be sold at a high price! To “sell” recommendations cheaply means to destroy them, to substitute them for the “Yes, BUT” game. If you post the answer right away, “cheaply”, it may seem too simple and accessible (compared to the deep and difficult problem of the client, which he has been suffering for so long) and will not cause the necessary, serious attitude.
How to sell your recommendations expensively? . It is necessary to hint to the client that there is a solution, to arouse his interest in this solution, but not to open it until the client demonstrates the right attitude towards it, that is, full readiness to implement it … Typical formula: “I will provide you with recommendations in exchange your willingness to work.
In response to this, the client usually says that he is ready to work. Great, that’s a lot! But it is not enough, because so far these are only general words, and they need to be brought to the specifics of real actions. Indeed, it is easy to say that you are ready to work, but does the client have a real intention to work, a readiness to do everything necessary to achieve the goal? Professional Victims often come to consultations, they only complain, they are even ready to promise to work, but will not do anything without the toughest agreements. So keep your recommendations to yourself. until you ask and hear the answer to the question: “How much time, effort and money are you willing to invest to solve your problem?” If it sounds “A lot” or “As much as you need”, then the person has not yet turned on his head.
In correspondence mode: “Whether I can help you — I can’t say yet. If you live in Moscow, everything is easier; if not, the situation is more complicated. In any case, how important is this question to you? Namely, determine the amount of time and money, how much you are willing to invest in this issue: these are always very specific numbers and very different for different people.
Refine: “How many minutes or hours of your dream are you willing to work without complaining? To do what needs to be done.»
This is usually where the trade starts. “Well, depending on what to do” — with the subtext “Tell me what to do?” Don’t tell. Answer in general: “The tasks will not be difficult and not scary, at the level of washing the dishes. Everything is doable for you. Not all assignments will be exciting. Assignments may not be interesting, but they should be done just like work.” Press it. Until he answers, do not offer anything constructive.
If, as a result, we agreed on an “hour a day”, agreed clearly, now you can formulate your recommendations. Sometimes it is important that they are recorded by the client. Now they will be treated as seriously as a doctor’s prescription.
How might it look? For online consultation, for example:
Good afternoon Sunshine.
I liked the picture of your happy life — bright, lively, beautiful, I hope you also have a feeling of happiness when you return to this dream of yours. I want to help you get into this dream, but I won’t do everything for you, I suggest moving together.
You sometimes lose the desire to live — I think I can help you. But I will give you hints only gradually, when I see that you are not just reading them, but starting to do them. I give you the first two tasks. The first is simple: for a week in a row, every day, you will go to bed on time, that is, before 12 o’clock. Your first message was sent at 02:54, which is completely out of the question. With such a daily regimen, the desire to live will disappear from anyone, so start by putting yourself to bed.
The second task is more difficult. You should think and name a figure: the number of hours (or minutes) that you are ready to devote to working on yourself. I will give you assignments — do they need to be done? How much time are you willing to devote to this? All tasks will be feasible and not difficult, but I warn you right away that you will not always want to do them.
But you must. Otherwise, it doesn’t happen. To eat breakfast, you first need to go to the store …
Will you set aside a minute a day to do not necessarily joyful and pleasant, but simply what is needed for you, for your future? Hope you take a minute. What about five minutes? What about the hour?
The more serious the number you name, the more serious your intentions.
Think. I’ll be waiting!