We need to understand how our brains are wired in order to leverage our strengths and avoid falling into common pitfalls.
Rewiring our brain.
To be effective, we have to know how we think.
Many of our biases aren’t helpful, but some are.
We need to know: why do our clients make the decisions they do?
Here are a few you’ve heard me talk about, along with some new ones:
The IKEA Effect: We buy into what we help create.
One simple takeaway: involve your clients in building the solution since they’re unlikely to think it’s great unless they help shape it.
Status Quo Bias: We tend to keep doing what we’ve been doing.
One simple takeaway: to grow client relationships, we need to go above and beyond to create demand in new areas since our clients are biased only to purchase what they have bought from us in the past.
Halo Effect: We tend to let our small observations of someone spillover into thinking they are that way with everything.
One simple takeaway: we have to be overly on it with clients, especially newer ones. They’ll extrapolate their small interactions with us and assume we’re that way with everything, forever.
These are just a few.
There are 100+ more in that graphic above.
I could play around with that interactive graphic all day.
Here’s the deal.
You’ve got a deep expertise.
Your clients need your hard-earned skills to accomplish their goals.
You need them to hire you to hit the hard results you want.
The problem?
You can’t help them if they don’t hire you.
And they’re unlikely to hire you unless you master the soft skills.
Take time to play around with that graphic.
Dig in.
Find one new approach to try.
Improve your people skills.
Because…
Soft skills turn into hard results.
(Inspired and Credit to Mo Bunnell)
