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Motivating Clients to Help Themselves |
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Featured Discussion >>
 published in LED Digest 2269: On Motivating Clients
From: Beth Ann Earle
Subject: Encouraging Clients...
> I keep track of what is going on and support, cajole, inspire
> or nag them into doing their part. It doesn't always work;
> sometimes they just never generate that needed content.
- Michael Linehan, LED Digest 2268
This brings up a good question -- how DO you get clients to do things that are good for them?
With my kids, it's easy: I just ground them or give them extra chores till they capitulate. But our clients ... well, they seem to fall into a different category, mostly like the business owners Michael mentions who may believe "they are 'too busy' running the inn to market effectively (in their own minds, anyway)."
We've tried being nice ("It'll be great to get this going for you. And, as soon as you do the required task, we'll get our part going and get everything finished up so that you'll start reaping advantages A, B, and C, provided by this project"). We've also tried being stern ("If we don't have your info by such-and-such date, the project will be marked inactive, and you'll be charge X amount as a re-start fee"). Neither approach seems particularly effective.
So, here's my request: If you've have any success in this, please provide concrete suggestions or real-life stories. Look at it as official sanction to brag.
Wishing all LED'ers the very best,
Beth Earle
pilotfishseo.com
From: Dina Beach Lynch
Subject: On Motivating Clients
Beth, your question is excellent and highlights an ongoing problem for all service providers. My response comes from my experience both as a workplace mediator and as a business owner who works with reluctant mediators to do more marketing.
People act in their own self interest. Not a new statement, I know, but clearly understanding the implications of it will enable you to really move your clients along. You need to identify, via questioning, what the outcome means to your client on a professional and, more importantly, personal level. Then tie whatever task you need completed to those goals. For example, a higher ranking may mean more sales which may mean being able to pay for a child's education.
Sometimes it's a fear instead of a desire that can be the trouble. Uncover the fear (even if it's fear of success) again through questioning and find ways to counteract it. The solution may be as simply as providing more guidance to complete the task.
One more thought. Try to remember that your clients are responsible for the ultimate outcome not you. You can lead a horse to water....
Best,
Dina Beach Lynch, Mediator, Business Mensch
ADRPracticebuilder.com
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