If you observe symptoms of buyer’s remorse in your client, take immediate action. (Better still, anticipate and proactively engage the issue and avoid the problem, rather than waiting to overcome it.)
Here are some techniques to help you deal with the phenomenon…
Reinforce benefits you will deliver.
- Imbue your advice and interactions with specific benefits statements - “the great advantage of this approach is that you will save a substantial amount on each year’s insurance premium”.
Explain the cost, risk, or threat of the issue you’re working on.
- Quantify, if possible - “my estimate is that, left unresolved, this problem will cost you upwards of $100,000 over the next three years”.
Reassure your clients that s/he is taking a sound course.
- Share relevant anecdotes and “war stories” which will resonate - “last time I worked through this situation with a client, we settled on the same course after a very thorough evaluation of the alternatives - pleasingly, we got almost exactly the outcomes we favoured”.
Frame your recommendations in terms of your client’s interests.
- When you make or recommend an approach, express it in way which will resonate with your client and settle jitters - “if I was in your position, here’s what I’d do and why…” or “what I recommend is … and this is why it’s strongly in your interests …”.
Buyer’s remorse is best avoided by continuing to reassure and persuade your client that s/he’s made the right decision in enlisting your support.
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