What Are Your Clients Thinking?

It has been a few weeks since your client has heard from you, but not to worry, it’s safe to assume that you know what’s on their mind and that they will call you if there is anything new to discuss… isn’t it?

“Assume.” It's a seductive, yet dangerous word. I can tell you from personal experience that it has cost me a lot of opportunities over the years. My father (ever the punster) used to remind me that it makes an “ass” out of “you” and “me” with a charming chuckle. But in the area of business development, my assumptions have cost me more than anyone else.

Consider that if your assumption about your client’s situation is based on last month’s information, it is already outdated. Constant communication is critical in today’s fast-paced environment. So, make it your practice to touch base with clients regularly, even if it’s just to confirm that no news is good news. Otherwise, you may find that any of these assumptions are costing you opportunities:

• The client is still satisfied with you
• The client will call you if they need you
• The client doesn’t currently need your services
• The client’s priorities are the same as the last time you spoke with them

Even if your assumptions are accurate, you are better off being in dialogue with your clients than with yourself. So pick up the phone and find out what they are thinking.