Compelling Conversations Overview
In recurring conversations, speak to clients' head and heart.
We are a left-brain industry talking to a right-brain client, and as a result we are occasionally clear and rarely compelling in our conversations. We are often more comfortable with data, charts and graphs than with analogy, metaphor and story. Clients use the former to inform and justify their decisions but the latter to actually make those decisions. You need to master both so you capture their head and their heart, which allows them to not only understand your business model and recommendations, but also take the appropriate actions.