As a professional, you want to impress your clients with your knowledge, skills, and experience. But how do you show them your expertise without sounding arrogant, boring, or irrelevant? Here are some tips to help you communicate your value and credibility to your clients in a respectful and effective way.
Before you start talking about your expertise, you need to understand who your clients are, what they need, and what they expect from you. Do some research on their background, industry, goals, challenges, and preferences. Ask them open-ended questions to learn more about their situation and perspective. Listen actively and empathize with their concerns. By knowing your audience, you can tailor your message and delivery to their needs and interests, and avoid making assumptions or generalizations that might offend or confuse them.
One of the best ways to show your expertise is to demonstrate it through your actions, results, and examples. Instead of just telling your clients what you can do, show them how you have done it before, or how you can do it for them. Use concrete evidence, such as case studies, testimonials, portfolios, awards, or metrics, to back up your claims and illustrate your value. Use stories, anecdotes, or analogies to make your points more memorable and relatable. Avoid using jargon, acronyms, or technical terms that might alienate or bore your clients. Instead, use simple and clear language that they can understand and appreciate.
Social proof is critical in today's world. Tangible demonstrations of what you've achieved can often make a much stronger impression than just speaking about your skills or expertise. This kind of evidence can come in many forms. If you're a designer, for example, a well-curated portfolio can show off your visual creativity and technical skills. If you're a writer, sharing pieces that you've published can give clients a taste of your style and versatility. If you're a consultant, case studies from previous engagements can illustrate how you've solved problems and created value.
Another way to show your expertise is to educate and advise your clients on topics that are relevant and useful for them. Share your insights, tips, best practices, or trends that can help them solve their problems, achieve their goals, or improve their situation. Provide them with valuable resources, such as articles, books, podcasts, or tools, that can expand their knowledge or skills. Offer them honest and constructive feedback, suggestions, or recommendations that can benefit them. Don't be afraid to challenge their assumptions or opinions, but do it respectfully and diplomatically. By educating and advising your clients, you can position yourself as a trusted and helpful expert who cares about their success.
One of the most important ways to show your expertise is to ask for feedback from your clients. Feedback can help you improve your performance, quality, and delivery, as well as your relationship with your clients. Ask your clients for their opinions, expectations, satisfaction, or concerns about your work or service. Listen to their feedback and acknowledge their feelings. Thank them for their feedback and show them how you will use it to improve or adjust your work or service. Follow up with them to show them the results or changes that you have made based on their feedback. By asking for feedback, you can show your clients that you are confident, humble, and open to learning and growing.
Finally, one of the most essential ways to show your expertise is to be professional and ethical in your work and interactions with your clients. Be reliable, punctual, organized, and responsive. Deliver what you promise and exceed their expectations. Respect their time, budget, and confidentiality. Communicate clearly, respectfully, and regularly. Admit your mistakes and apologize when necessary. Avoid conflicts of interest, dishonesty, or plagiarism. Follow the rules and standards of your profession and industry. By being professional and ethical, you can show your clients that you are credible, trustworthy, and respectful.
There is no substitute for experience, moving from industry to a sales-related position means I can use my background to place myself in a position of deeper understanding to the challenges the people on the other side of the table face. If you have the history to support your position do not be afraid to show how you empathize with what your prospective customers are sharing with you. I have been in many sales calls where I say the words "well, thanks for sharing that, I am truly having flashbacks to my time as..." and see people nodding their heads as I share on some of the same challenges they are facing today, this allows me to better frame my value talk in terms they can easily relate to.
This is a very challenging question, and topic. Yet, we can overcome what might make,or break a deal,if we avoid sending the following annoying messages in our communication: -We outsmart our clients. -We make decsions on client's behalf. -We downsize the importance of key-decsion-makers in front of thier teams. -We address irrelevant pain points. -We address disadvantages of the current service providers. -We neglect committing to continuous after-deal support. -We careless about client current budget restrictions.