Setting Expectations With Clients

It is easy to get caught up in closing a potential client. But in the process, you may inadvertently set unrealistic expectations that will cause issues throughout your relationship with that client. If you do not meet your clients’ expectations, they will not be satisfied even if you do great work. Getting on the same page with potential customers is a critical step in the closing process.

Here are 2 things to keep in mind when setting expectations with clients:

1. When can your client expect to see results?

When will the services you provide start to move the needle? It is essential to talk about when results will occur. As someone who also purchases services myself, I appreciate someone who says, “Look, this is not a sprint; this is a marathon.”  You could be right on schedule with what you expect. But your customers may have had different expectations.

2. What did and didn’t work in the past?

It can also be helpful to discuss the kinds of things that your previous clients weren’t pleased with. And conversely, discuss a past relationship that was optimal for you and your client.

Conclusion

Never assume you and your client are on the same page. Your client or prospect might be satisfied with your work initially. But if they have unrealistic expectations of what you will provide and how quickly, their satisfaction (and your relationship) will quickly dissipate. Failing to communicate or set clear expectations may lead to a quick close. It probably won’t, however, lead to a long-term relationship with that client. It is better to fail to close the client because you have set realistic expectations than to close the client because you have set expectations you can’t meet.