For years, there was a unique German mechanic in my city that specialized in repairing imports. Generally, expensive cars. I never met the gentlemen but I heard interesting stories about him.
One story was particularly interesting to me. I understand that when car owners would waffle on a suggested repair, he would often say something (in his German accent) like, “four hundred dollar now… three thousand ‘lay-tor’.”
What a great example of proactive versus reactive. And that there is cost for each.
It is also a great example of very clear, “bottom line” communication of the net result. It is not some long speech about the various pros and cons of the issue that most customers, honestly, did not care about. Or at least they did not care about this initially, when they feel they are being “sold” something.
Now I assume if the customers had questions, he could answer them. But at the end of the day, it is immedicate cost that is the deciding factor for many people. At least until he gives them a perspective beyond immediate cost. Overall cost needed to be considered too, something many people forget to think about until reminded.
Do you have a “$3,000 later” comment for your clients or colleagues? Can you keep the decision simple for others? Do your discussions help explain the full effect of a decision?
It can be hard to bring this appropriate focus, especially if the topics and issues are varied. But when you can, you’ll have maximum impact.