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Changing Minds: Top Tips for Convincing the Unconvinced - Blog

Changing Minds: Top Tips for Convincing the Unconvinced

Changing Minds: Top Tips for Convincing the Unconvinced

As a freelance accountant, you’ll need to employ these powers across two contexts – acquiring clients, and compelling clients to adopt a financial plan. You may have the best tools, and the proper qualifications and experience, and still fail to get what you want out of a client or potential client interaction.

Persuasive ability can seem a dark art.

As a freelance accountant, you’ll need to employ these powers across two contexts – acquiring clients, and compelling clients to adopt a financial plan. You may have the best tools, and the proper qualifications and experience, and still fail to get what you want out of a client or potential client interaction.

If you want to move another person from a position of doubt to one of agreement, you’ll need to make the other person sure about you. You need to understand their perspective, and the doubt that currently exists, to understand what it takes to sway the person to your path.

We’ll look at each of these factors in turn.

Mind games

 

Your appearance should be looked at broadly – it’s not just how you dress and hold yourself, but also the way that you talk to another person. We can take the way we communicate for granted, which can work to our detriment.

Say, for instance, your client is insisting on a particular path of action that you know is unwise. You may fail to get them to change their mind if you confront their erroneous belief head-on; worse, you may have them turn against you.

A wiser approach would have you express how you understand their position, and how your client understands their position to be true. Once this has been articulated, you can then introduce the knowledge that you have at your disposal to illustrate why your alternative approach is the better course of action.

 

Understanding apprehension

 

Omniscience is not a human quality. We must operate without knowing all, which means that we must doubt. Doubt is self-defence.

Your counterpart’s doubt, therefore, will be centred on whether you’re a threat to their self-interest. The general rule might be that the more that they know about you, the better. However, you do not need to give your Facebook logins to your clientele to get them to trust you. You need to give them precisely enough information to assuage their fears.

 

Power of knowledge

 

So what information is essential to disclose? General performance indicators – qualifications, client volume, client performance (testimonials may reinforce these claims) – will bolster your standing.

Conversely, the information that you have on your client’s operations can be used to convince them of your way. Your interpretative ability with finances will, in most cases, be superior to your client’s. You can likely see things in their business operations that are cloaked to the business owner. If you are able, use accounting forecasting tools to bring the company’s future into clearer view, and use your financial nous to explore, with the client, some scenarios that are available to change that future for them.