What do you do if your client relationships are lacking confidence?

In my experience as a confidence and sales coach, we shouldn’t look at or blame others anytine we feel something is lacking. Lack of confidence is thus an indicator of an internal discomfort. What’s the root cause? Trauma, unresolved emotions, negative beliefs and bad past programming are all examples of this. To solve one’s confidence issues in the sales world, go within.

Initiate a gentle, open dialogue to explore underlying concerns or past experiences that may be affecting their confidence in the relationship. This reflective conversation can reveal insights and set the stage for addressing specific issues.

Identifico las áreas específicas que han contribuido a la falta de confianza, ya sea falta de comunicación, o incumplimiento de compromisos. Luego, abordo estas áreas de manera directa reconociendo cualquier error y ofreciendo soluciones concretas. Adopto un enfoque personalizado para cada cliente, reconociendo que cada relación es única y que las necesidades y expectativas pueden variar. Escucho activamente las preocupaciones del cliente, demostrando empatía y mostrando un compromiso genuino con su satisfacción. Además, establezco expectativas claras y realistas desde el principio. A través de acciones consistentes y un esfuerzo continuo por mejorar, trabajo para reconstruir la confianza y fortalecer las relaciones con mis clientes.

Deberíamos tener claridad en donde radica la falta de confianza, ?no entendemos al cliente, ? hablamos mas de lo que escuchamos?, ?el valor que aportamos no proporciona certidumbre sobre lo que proponemos al cliente?; el manejo de esta circunstancia es crucial para los siguientes pasos en nuestro procesos de ventas o análisis de negocio en curso. Ser abierto y hacer las preguntas objetivas al cliente sobre su incomodidad; es una forma de empezar a resarcir esta falta de confianza, pero hay que tener conocimiento del cliente, para abordarlo de la forma mas conveniente. Una vez que tengamos claridad sobre la la causa, mostremos evidencia de nuestro proceso y valor que aportamos. La retroalimentación del cliente es parte del proceso de ventas.

Honesty and transparency are always a good idea - Tell them that you have a feeling the trust level might not be where it used to be and what they suggest, on how to improve that. Mind the words! -> Ask them for a suggestion, don't ask them "what's wrong" because then they will probably tell you "Nothing.".

Don't be afraid to go straight in - people don't have time and most of the time they appreciate you taking control and making sure things happen fast and effectively. At the end of the day, people need solutions - and if you sincerely aim to provide them, you are on the right path. :)

If you've found problems within your team, gather everyone together for a talk about how to make things better. Once the customer confirms it's a real issue, confidently explain your plan to fix it and do better.

Share stories or case studies of past successes, illustrating the transformative power of your coaching. These narratives not only inspire but also instill confidence in your ability to facilitate change.

furthermore address any issues or concerns raised by your clients promptly and effectively. Take ownership of problems, communicate openly about your efforts to resolve them, and follow through with actions to rectify the situation and prevent recurrence.

Um ponto muito importante é estabelecer uma comunica??o empática com o cliente que é essencial para construir confian?a. Isso envolve escuta ativa, express?o de compreens?o, adapta??o à linguagem do cliente, reconhecimento de experiências pessoais, oferecimento de solu??es, transparência, empatia virtual, e follow-up. A autenticidade, compreens?o e suporte genuíno s?o fundamentais para estabelecer e manter relacionamentos confiáveis com os clientes.

Regularly check in with your team to ensure they're actually making progress. Then, provide regular updates to the customer to prove you're delivering on your promise, especially if there's been a decline in performance on your end. Sometimes, it's just a matter of perception, which you can clarify through open communication.

Your client relations will never transcend transactional relationships until you demonstrate value without anything expected in return. Clients want to know that they are supported, heard, and known. If you don’t understand how your client goes to market, derives market share, increases efficiencies, drives profits, and handles expenses, you will not be able to help your client to the fullest extent possible. Don’t be afraid to share white papers, industry trends, data analytics, and demonstrated value that ties to their organization. Once your clients understand how much you care, you can build a partnership based on trust and mutual growth. Reach out and help your clients when in need. They will reward you 10x time and time again.

Implement practical, evidence-based techniques tailored to your client’s goals. Demonstrating expertise through effective methodologies showcases your competence, directly enhancing their confidence in your guidance.

Clearly communicate sincerity, authenticity, and commitment to your customer. Then, live this out and make certain you are above reproach in your commitment to this customer. This will differentiate you in the marketplace and improve your relationship.

A little tip, ALWAYS when telling people something, ask them at the end "How do you feel about that?" or "What is your take on this?" or "Would you agree?" This way you invite them to communicate further and you also invite them to give you a confirmation, which is golden.

After receiving feedback, actively work on any areas for improvement. Let your client see the changes and efforts you’re making to adapt to their needs. This transparency can significantly boost their confidence in your dedication.

Develop personalized ways to celebrate these achievements, perhaps through meaningful rituals or tokens of recognition. This personalized approach makes the celebrations more impactful and memorable.

Be consistently present and genuine in your interactions. Your authentic concern and commitment to their success can transform the coaching relationship, imbuing it with a profound sense of trust and mutual respect.

To me, it's always the FIRST step with any client/customer/prospect. If there is no trust from the beginning we won't get along...1

Don't be fake and don't be afraid - everyone else is only human, just like you. And every one of us appreciates an open and honest outreach. If they don't take it you are better off without them. :)

Effort is tremendously underrated. By displaying an uncommon commitment to everyday task like sample request, quote turnaround, and problem solving will advance you to the top tier of your profession alone.