| Speaking | Testimonials | Publications |
E-ssential
Message # 044:
When is bad therapy like bad consulting?
In my first appointment with my new chiropractor last week, she really threw me for a loop when she said, "I'll do as much as I can for you in the clinic and I'll give you some exercises to do at home -- but if you don't do them, then..."
With that she shrugged her shoulders, shook her head and her whole body posture changed as if to say, 'tough -- I won't care.'
Rather than turn me off, her attitude impressed me. Not only did it underline the truth of the situation, it took guts for her to say that, and it expressed confidence in her ability. It also reminded me of something that Bull Pen member Jerrry McNellis told me that one of his earliest mentors had told him 20 years ago: 'Bad therapy happens when the therapist cares more than the client.'
There's a universal lesson in there for everyone in a service business -- and for those of us who have been led to believe that caring about our clients is one of the most important things we can do, it's a difficult one.
When you care more than your clients do, or if you're a senior manager in a large corporation and you care more than everyone else does on the management team, you end up with the equivalent of 'bad therapy.'
Don't confuse showing you care with showing the passion you have for your work. Caring too much is like trying 'too hard' and appearing 'too eager'. Rather than demonstrating a strength, it actually underscores an insecurity you might have in your own abilities.
But when you care as much as the client does (and not more) -- like the chiropractor I saw last week -- you gain the respect of the people around you and, paradoxically, you end up getting better results.
Can you care less and get better results? Think about it.
FYI
:
If you're a consultant, advisor, independent professional or emerging company who is tired of pushing so hard to get sales – and you're ready to learn a better way to differentiate, position and brand yourself, we can help. As expert copywriters, we can help you get the clarity you need and the business you want. That's what the Essential Message is all about. For information about our workshops, coaching, copywriting and consulting services, or booking me to speak at your event, please call 416 534-4766 or link to www.EssentialMessage.com.
© Copyright
Concentric Strategies Inc. 416.534.4766
theManager@EssentialMessage.com
The Essential Message is a registered trademark of Concentric Strategies Inc. Yes, please
copy or forward this newsletter with copyright notice and
contact information on all copies.