The greatest teacher of all time never handed down a checklist or a set of rules. He told parables and stories to communicate with his disciples. Two thousand years later, we quote him in thought, deed, or word every day.
The greatest teacher talked in stories not technical rules and equations.
Since we’re working with technical details all day, it’s what we understand, and we're sure the client wants to know it too. NOT TRUE. Clients want to see if you understand them. Their primary question is, “Have you solved my problem for others?” If the answer is YES, they will call you, and the new client process can start.
You already know this from personal conversations with clients. As soon as you talk about legal points or financial equations, you see a glassy look come over the client. They tuned out, and you are no longer communicating. Writing your book should be a conversation, not a lecture.
I never bring up the code or deadlines when I ghostwrite for tax services or other B2B professionals. Another thing I try to keep away from is the word DEPENDS. I tell my customers that depends is a diaper, and your answer is full of the same stuff.
I understand you can’t make blanket statements because every question has many variables. But I don’t want to be vague with the clients, or they will not trust you.
A better use of the English language would be to say, “Based on what you have told me so far, the answer is ______________. However, I may find other circumstances that make that answer irrelevant. I don’t know all the facts based on what you’ve told me so far.
Your most effective tool is to answer specific questions with a story about how another client had the same problem or question, and here is what they discovered.
The client will not remember the law, form numbers, technicalities or deadlines. But they will remember how you helped another client with the same problem. That will give them faith that you can help me too.
KC Truby