🗣️ “My target client won’t accept help - I think their ego is the blocker.”

Egos can certainly be a challenge when trying to make inroads with potential clients.

Face it, we’re outsiders - we should expect some skepticism. But yes, there are certain individuals (or certain roles) where ego can make matters much more difficult.

There are 3 paths to navigate your way through this.

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Disarm the ego

If you suspect ego might be in the way of closing an engagement, recognize the possibility you might be coming on too strong.

There’s a distinct line between offering a new perspective and telling someone you have a better way.

Crossing that line with anyone with even the slightest sensitivity will turn them off.

Focus instead on providing value upfront, hearing about their challenges, and being helpful well before a transaction.

In short, build trust. Even if it takes a while.

When you hear about a consultant’s ‘soft skills’ — this is one of the most important ones.

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Decentralize the ego

If you suspect an imposing ego is in the way of one particular sale, take a pause, then play the tape forward a bit.

Even if you were to close a sale with that person, would you continue to butt heads throughout the engagement?

Accept that this person simply wouldn’t make a good client for you, and move on.

Focus your attention instead on building a deeper pipeline — when you have a dozen loaves of bread in the oven, you tend not to mind when one of them falls flat.

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Design around the ego

If you suspect there is going to be some structural ego problem based the problem space you’re working in (e.g. this consultant was offering product strategy services to Heads of Product), you might consider altering your service altogether.

Otherwise, you’ll be hitting that ego each time by design, not by exception.

Remember those helper personas? Would perhaps a coaching- or advisory-based service shift the scope and tone of your engagement?

Could one of these options allow you to provide value without constantly stepping on toes?

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In sum, ego can be a deeply-rooted issue, but you do have the power to disarm, decentralize, or design your way around it.

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💡

-Wes

P.S. This is the final post of the 'first-mile' Q&A series - if any of these hit on a challenge you're currently having, book a free call with me to talk it through.
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And if you have any feedback on this Q&A format (as a sporadic feature, not a permanent shift), please hit 'reply' and let me know!