Insights

Do Your Clients Feel That You Understand Their Business Challenges?


Dale Stapler . 07.22.19

Every business faces challenges, some more than others. As a trusted advisor to your clients, it’s up to you to uncover these challenges, so that you can add value and grow your own practice in the process.

Getting clients to let you in on the details, however, is often easier said than done. They’re busy, and while they may share what’s on the surface, you need to help them dig into what’s underneath – the root causes.

Only by getting their problems out in the open can they see and feel that they need a resolution – and that you can help.

Here are three steps to getting this done:

  1. Get your client talking. About a problem they face, about an opportunity they are considering, etc.  It’s up to you to get the conversation started.
  2. Dig a little deeper. Try to flesh out other concerns related to the challenge at hand. For example, are they overwhelmed with the potential costs, benefits, tax incentives, hidden snags, organizational issues, or something else?
  3. Listen and empathize. You don’t need to discuss solutions at first. Restate the problem, help them to clarify their thoughts, and offer support as needed.

Whether you call it business advisory services, counseling or even “client therapy,” it doesn’t matter.

The more you talk with your clients about their problems, the more they will feel that you understand them. Only then will they look to you to find solutions.

P.S. Here’s a terrific icebreaker to get you started. If your client feels they pay too much in taxes, complete a tax incentive plan and review it together, here!

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