I discovered something really fascinating today in a study!
Tirzepatide is a dual glucose-dependent insulinotropic polypeptide and glucagon-like peptide-1 (GLP-1) receptor agonist that is under development for the treatment of type 2 diabetes. The efficacy and safety of once-weekly tirzepatide as compared with semaglutide, a selective GLP-1 receptor agonist, are unknown.
The New England journal of medicine June 26, 2021
If you have not studied medicine, I am sure you, like I, am very lost in attempting to understand just what exactly the statement above means. All I know is that it has something to do with the treatment of type 2 diabetes.
When you are presenting ideas and solutions as part of your client’s remodel, it is possible that your client hears you in much the same way. Unless they have done a lot of remodeling in the past, or have some involvement in the trades, they may not understand certain words that you are using.
Lose the Lingo
The lingo or jargon that we use in our industry, or any field for that matter, is so commonplace that we seldom think about whether our clients truly understand what we are saying and describing. The worst part is that frequently, in an effort to save face, your client will not stop you to ask what exactly you mean or to have you clarify your last statement. They will just let you continue, thinking that what you are saying must make sense to anyone who is in the business.
I recently purchased a vehicle and when I sat down with the financial manager, some of the items he was describing he went over so quickly, and with different terminology, than I was accustomed to, I had to slow him down and ask questions to fully understand what he was telling me.
Don’t lose your client by using terms that they don’t understand.
In the kitchen and bath industry, we frequently use terms such as filler, flush end, template, starter molding, toe kick, pencil edge, corbel, stile, rail, and many other terms when describing a design or process. Your client may not understand exactly what it is you are describing.
The first time you use any of these terms, ask your client if they understand what you mean. If they are not sure, describe it to them in a way that makes sense to them.
What will you gain by doing this?
- A client who appreciates you taking the time to explain these fine details and educate them.
- You build value in the project by showing that you are paying attention to details.
- You can retain your client better since they will not feel lost or confused.
- Your client will want to do business with you since you took the time to educate them on certain aspects of their project.
There is one trap here to be aware of though. Be sure you are not speaking down to your client and insulting their level of knowledge. This can be a fine line, but you don’t want your clients to feel as though you were treating them like idiots. Once you have established their level of understanding with certain terms, move on.
The more clarity and understanding your client has, the less relevant the price becomes. Your client will feel more comfortable purchasing from you!
Thanks for reading, subscribing, and sharing. As always, your comments and thoughts are welcome!