How To Tell Potential Clients To Hire You
You ever have those moments when someone so obviously needs you and what you offer
that you just want to tell them, Just sign up! You need this! Maybe youre tempted to grab their lapels and shake them.
The funny thing is, if youre feeling this, chances are the other client has at least an inkling of the same feeling.
What I mean is that people, when they are in a stuck place, are yearning for trusted leadership. They dont want to be empowered or supported to find their own truth. They want to know what to do and when to do it.
Theres nothing inherently wrong with this. Its wrong if this is all there is and it doesnt evolve into empowerment and finding their own truth. But providing confident leadership is entirely appropriate at times.
When I was a paramedic, and I took someones vital signs, read their EKG, and did a full physical assessment and came up with a treatment plan and advised that person to go the hospital with us, thats being of service. If someones really sick, they dont want me saying, Well, really you are your own best expert. I think you should decide.
The thing is that this leadership doesnt come easily. And even in an emergency situation people often maintain a healthy skepticism. I say healthy because leadership has so often been misused and abused in our culture that there is no good reason for someone to just had their sovereignty over on someone elses say-so.
So weve got a conundrum. You can see that someone needs your help, you are being totally sincere. You have a good vibe and youre guessing they really want to work with you, too. But they arent trusting you yet. How do you get there?
Let me roll it out for you. Because creating leadership is a five-step process.
Leadership is a Five Step Process
Vulnerability and Curiosity leave to Intimacy. Intimacy leads to knowledge. Knowledge leads to Trust. Trust leads to leadership.
Lets make the ridiculousassumption that youve never seen a chair before. Youre tired, youd like to sit down, the chair looks like maybe something that would work, but youve just never seen or sat in one before, and youre skeptical.
In order to accept the support, the leadership, of the chair, you need to have trust. So, where does trust come from?
Trust arises out of knowledge. And I dont mean mental knowledge, I mean the true knowing of something in your body.
And that kind of knowledge can only come from intimacy. You have to get close enough to something to be able to truly know it. If you hold it at arms length, how can you say you have knowledge of it? So therefore, some intimacy, proximity, is called for.
What allows intimacy? Vulnerability and curiosity. Its vulnerable to be so close. And it takes a certain sincere curiosity to allow yourself to be truly close enough to share space with them. Curiosity allows you to learn so that you can share space and be vulnerable in a useful way.
So you approach the chair, you let yourself get close enough to it, so you can be vulnerable and curious with it. You discover that it can hold you up, that it is strong enough. So you accept its leadership and allow the shape of the chair to define how you place your body as you lean into its support.
Making sense?
It's the Same with Potential Clients
If you can go through the same process with a potential client, youll find yourself in a position of leadership with them quite naturally.
Use vulnerability and curiosity in a sincere way to get close, by learning about them and whats going on. Ask questions, dont talk about what you do. As you learn about them and they learn about you through the questions you ask, they will start to learn into you.
Finally, if this person is really a good client for you, hell feel seen, understood, known. Trust will arise. Hell learn into you. Hell accept your leadership. Hell sit in your chair.
Its at this point that you can tell them, if youve got that kind of rapport, Hey, I think you could really use this. What do you think? Should we just dig in?
I bet you use strong leadership in working with clients once theyve hired you. Are you willing to provide that same leadership, and gain it in a sincere, authentic, trust-worthy way before they hire you?
Their hearts will be grateful to you.
by:
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