“There is a calmness we can create with our clients when we are assertive from a position of knowledge and data.
Recently I was on a call with Ellen Piper and the client asked something like, “Can we field our survey in an hour?” Ellen responded, we can, but your participants will mostly be professional survey takers and, we just did some research on research to measure the difference in how they answer versus a non-professional participant….”
Anyways, the conversation ended with the client being relieved and happy that Ellen has a point of view backed up by data.
The other way she could have responded was, “Certainly! We’ll do that for you right now!” But the client doesn’t want Mr. or Mss. Right Now. They want Mr. or Mss. Right. After all, their reputations and careers are on the line.”