Votre client doute des stratégies que vous proposez. Comment pouvez-vous les persuader de faire confiance à votre expertise ?

One thing I've found helpful in such situations is being humble by being a good listener. Listen to why he/she isn't convinced with your strategies, and recheck if he/she has something else in mind. Once, you hear out, you have more clarity on what is bothering them. Then, revisit your proposed strategy or if you still feel your proposed strategy is good, clarify the same with some valid reasoning.

The only most effective thing is to provide evidence from past projects. Also quantitative analysis of key metrics will help you gain trust of your client regarding your strategy proposal.

To be listened to by a client, you first have to demonstrate speciality in the subject matter at hand. Previous advice that turned out satisfactory is a winner always. You would have built trust with your client from this engagement. Always be prepared to genuinely listen from the client's perspective because he/she is the one with a challenge that needs sorting. Always be truthful. Do not provide any answer if you do not have a satisfactory response. Demonstrate how your method or answer will solve his/her problem without increased costs. Build a mature relationship slowly.

Initiate the conversation by cultivating a rapport grounded in mutual respect and trust. Listen attentively to the client's concerns, demonstrating empathy and a commitment to understanding their perspective. Establishing rapport lays the groundwork for constructive dialogue and collaborative problem-solving.

At times it becomes necessary to demonstrate the remedy through metrics, justified worked out figures or volunteering to carry out the task without charging for it but meant to create rapport and trust. Past experiences that have worked can be placed before the client to understand how this can solve his/her concerns. Study client's proposal or suggestions and then offer alternative remedies where this is possible. Avoid disparaging client's thoughts. Client in his/her own right understands his/her problem and your role is to add to his/her thoughts or suggestions.

The client normally knows his/her needs. It is therefore important to learn from him/her what problem or matter he/she wants solved. Do not provide remedy immediately unless you are sure you have understood the problem. Read back the points that you have been given to ensure that you have captured the essence of the subjects. After studying the subject matter return to confirm it or them. Agree on the manner it will be solved. Set and agree time frames.

As a consultant you are a client's problem solver as such you need to work as part of the business. The job could be extremely urgent which may require to work odd hours. It may require that you hire additional staff to get it done quickly. It would be foolish to tell the client that you only work Monday to Friday. The client is not interested with your challenges but in getting the job done. You can mention that the job may require extra resources without belabouring the point. Flexibility is necessary in client/consultant relationship. Even in client's financial distress, you may have to adjust your figures to accommodate your client.

Address any concerns the client may have regarding potential risks or uncertainties associated with your proposed strategies. Proactively outline risk mitigation strategies, contingency plans, and key performance indicators (KPIs) that will monitor and ensure the success of the initiatives. Providing assurances of your preparedness and accountability fosters confidence in your ability to manage complexities effectively.

Engage the client in informed discussions where you leverage industry insights and best practices to substantiate your recommendations. Educate them on the methodologies and strategic rationale behind each proposed strategy, illustrating your thought leadership and deep understanding of the subject matter. Engaging expertly positions you as a trusted advisor capable of navigating complexities and delivering value-added solutions.

To persuade a doubtful client to trust your proposed strategies, start by presenting clear evidence of your past successes and relevant case studies. Demonstrate your deep understanding of their specific challenges and outline how your strategies address these issues effectively. Offer data-driven insights and measurable outcomes to back up your proposals. Invite them to discuss their concerns openly and provide thoughtful, responsive answers.

As a consultant/expert, it is important to act confidently, show your expertise, and do your research before you provide any piece of advice. Clients will trust your input more and more when they see you and your behavior and listen to the amount of information you provide. I just wanted to let you know that this can not be done unless you have done your homework.