My dad always told his business clients not to sign any contracts without showing them to him first. More often than not, they didn’t listen, usually because they didn’t want to spend the money.
No doubt you’ve seen the same thing in your practice.
Why don’t clients listen?
For the same reasons you don’t do things you know you should.
You’ve repeatedly heard from me and others about the value of staying in touch with your clients and prospects. You’ve heard that you should delegate more of your work and not try to do everything yourself. You’ve heard about the value of improving your writing, speaking, and interpersonal skills.
You know these things, but don’t always do them.
Maybe you don’t want to spend the money, or the time. Maybe you’re busy. Maybe you intend to do them but forget.
But the biggest reason you don’t do these things, and others, is that you don’t believe they are important. Or important enough. Because if you did, you would.
Think about it, if you truly believed that staying in touch with your clients and contacts via a weekly email (for example) could help you double your practice in less than a year, you would do it, wouldn’t you?
If your clients truly believed that calling you before they sign a contract would save them a lot of money and a lot of grief, they would do it.
Reminders help. Accountability helps. But if you want to change your clients’ behavior, or your own, work on their (and your) belief.
Show clients and prospects what happened to other clients who didn’t follow your advice. Show them testimonials and positive reviews and success stories of people who did.
Because if you say it, they can doubt it. If your other clients say it, it must be true.
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