Are your years of experience scaring away clients?
My designer mother and I were in the showroom the other day reviewing a recent client meeting. While we wanted to be positive for the client, we saw some potential problems with the layout and house structure—and said so, perhaps more than we should have.
As my mother said with a sigh, “Years of experience in this field can sure lead to a lot of disclaimers.”
Isn’t that the truth? For those of you who’ve been in this for years, have you ever noticed that you:
- have a cautionary tale for every point a client brings up.
- find yourself saying, “You have to be careful” or “this could be a potential problem” one too many times?
- review your meetings to see if you offered any enthusiasm…at all?
Having experience is a hard-won gift, yet there’s also a danger in venturing into overly cautious. And it becomes surprisingly easy after a while simply because we’ve seen everything that can go wrong. Like anxious mothers hovering over their babies as they take their first steps, we sometimes prepare so hard to avoid the spills and bumps that we lose the shared joy of that first step.
This is why my mother and I have our reviews. Sure we can show off our knowledge of the client’s home, and bring up hundreds of cautionary tales about previous projects, but unless we balance them with the benefits to the clients—that with the help of our knowledge, they’ll have a beautiful, functional kitchen or bath to enjoy for years to come—we lose the big picture. For every disclaimer, we have to keep in our heads, “What’s in it for them?”
Until next time,
This entry was posted on Tuesday, February 8th, 2011 at 6:00 AM and is filed under Business, Inspiration. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.