You may have picked up a subtle wording I use often in my emails.
When I email or talk with my clients, I normally don’t use the words, “you” or “me”. As in, “You need to do this thing”. Instead I prefer using the word, “we”. As in, “We need to do this thing”.
The reasoning behind this is similar to the old sales technique of talking to your potential client as though they are already your client.
In that scenario (which you should also use), you say things like, “When we start the project together” instead of, “If we start the project together”.
Not only does it show confidence in your abilities to obtain the project, but it starts changing your client’s perspective that we are all one big team. We are all sitting at the same table. Their challenge is my challenge. Their success is my success.
The takeaway
Start using the word “we” early and often in a project. This way, when a challenge occurs (as it inevitably will), everyone is already seeing everyone else as a single unit. How do we get out of this challenge together?
What other “wording hacks” do you like to use when talking to clients? Reply and let me know!