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Getting to Yes Faster

Anne Tolmie
Anne Tolmie
March 3, 2020
Getting to Yes Faster

Part of my job as an account manager at Echobind is client communication. My point of contact on a project can vary between a project manager to a CEO. When my point of contact is a CEO, time is of the essence. Generally, they are busy and their time is limited.

What I have learned is that, usually, it is just a matter of getting the client to agree so we are all on the same page. We are a consultancy. Our clients come to us because we have the experience and the knowledge to get the job done. My team already knows the strategy we want to take, it is just a matter of getting the client on board.

The sooner you can get to yes, the sooner the work can begin and your project can stay on schedule. Here are three tips on how to get your client to say yes faster.

1. Keep it Short and Sweet

When emailing the client, keep it as brief as possible, especially if you want a quick response. I don’t know about you, but if I see a long email and I am in a rush, I will schedule time later in the day to go over it. If I have a few minutes and I see a short email, I am more likely to respond.

2. Ask a Multiple Choice Question

Instead of asking the client an open-ended question and expecting them to answer, provide them with options. Design a multiple-choice question. Ask your question and provide three viable choices. This will lighten their mental load by being able to choose from options A, B, or C.

3. Don’t Be Afraid to Ask for it

A simple but effective way to get to yes faster is to be direct and ask for it. You could simply say, “John, I’m only looking for a yes or no here, but do you want …”. This is clear and concise. It takes the pressure off the client to respond with a paragraph. They know they can simply say yes, or no to what you are asking.

There you have it, three simple ways to get to yes faster. Drop me a comment and let me know if you found this helpful. I would love to hear from you.

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