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Be realistic with your clients dont feed false expectations - coaching sales
Raising client expectations to get their attention is a common practice among many professional coaches. However, this bad practice can generate serious problems, such as client dissatisfaction due to the creation of expectations that we cannot meet. In addition, there is an important ethical component, as this type of strategy damages the perception that customers have of our business.
In this guide we will address some key elements for engaging with your customers in a realistic way, without fostering false expectations or exaggerated promises.
Expectations are the projection we have about the possible results we hope to achieve. These expectations are fueled by our desires and aspirations, but as a coach, you must be realistic with clients, avoiding offering illusions or exaggerating your abilities. Talking to your clients about results should be done in a balanced way, presenting both a positive and negative edge.
Express yourself sincerely, explaining that the results depend on the effort and commitment that the client puts into the process. This will generate trust and avoid expectations being unrealistic or difficult to meet.
It is important not to confuse being realistic with being negative. Although it is essential to stick to reality, you can also offer a positive vision, explaining possible opportunities and favorable scenarios. This helps to keep the client's emotions stable and not generate discouragement if the results are not exactly as expected.
Being realistic does not mean eliminating hope or optimism, but presenting a balanced picture that promotes positive thinking while remaining honest.
It is not always the greatest efforts that guarantee success. Sometimes external and unforeseen factors affect results, and it's important to prepare your clients for that possibility. If you manage expectations and explain that there is a possibility that the results may not be as desired, you will be preventing later complaints that may affect your relationship with your clients.
You must always show a genuine interest in solving your customers' problems, working proactively and using all your resources to their advantage. If customers perceive that you have done everything possible, they will be more willing to accept the results, regardless of whether they are positive or negative. Remember that being realistic also implies being realistic with ourselves, we cannot be self-sufficient and think that we will always achieve all objectives perfectly.
