Recently I had a conversation with a consultant and expert on software development about proposing solutions to our clients.
We discussed the need to understand the client’s goals, and situation to determine if our solutions are viable. We talked about the importance of giving the client options. About making sure they understand the options, the costs, and the value of each option.
My experience has been that most consultants, coaches and experts do this quite well. However, I believe the real consultant does more than offer and explain options.
The real consultant commits. Understanding and offering options is not enough. The real consultant has a very strong sense of conviction about which option is the best for their client and throws the full weight of their recommendation behind that option.
When I offer sales or business coaching advice I’m careful to provide options. Explaining the options allows me to provide context and insight as to why I’m making the recommendation I’m making. It’s a way for me to both teach and give advice. My clients hire me, in large part, for this type of committed recommendation.
To better serve your clients give more than options, have the conviction to provide a committed recommendation. Committing to your convictions, in sales, business and in life, is a good thing.