Dealing with Pessimistic Clients and Prospects
Question: How to deal with / methods in working with OVERLY pessimistic clients AND especially PROSPECTS.
Does EVERYTHING have to be rosy in the clients account OR on the “best of terms” with your client/prospect relationship ….to have the “right” to ask for referrals ?
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All I can say is get to a place of success where you don’t have to work with negative/pessimistic people. You won’t be able to change their nature.
Everything does not have to be perfect for you to ask for and receive referrals, but you do need a basically happy client. If you ask them to rate you from 1 to 10 – I’d say you need to be at an 8,9, or 10 to ask for referrals. Anything shy of that, and you have some relationship work to do. Of course, you must always separate your value discussion from what’s going on in the market. You can say something like, “George, let’s put the market aside for a minute and focus on something we CAN control – that is, our relationships and our communication.” Then go into the value discussion.
It’s the value discussion that will give you the sense that moving to the referral request is the right thing to do.
Bill
How do YOU handle those over pessimistic clients and prospects? Do you have a special “script” or technique that has proven to be successful? If so - share your thoughts and post a comment.