When I went consulting in 1992 I received some really bad advice from a partner of one of the big 3 consulting companies. He recommended I use the “FUD Factor” which he described as “Fear”, “Uncertainty” and “Doubt”. In other words scare the hell out of clients so they would want to buy your services to fix the problems.
This turned out to be exactly the wrong approach. When clients focus on problems they only find more problems. It leads them to see parts rather than the whole. Worst of all it drains the client of energy and ideas.
I found a far better approach was the “HOPE Factor” which I describe as “Hope”, Opportunities”, Positiveness” and “Energy”. In other words to focus on “what could be”, “what they hoped for” and “what is working at present” that we could amplify. When clients focus on possibilities, they see possibilities everywhere. It leads them to see the whole as it could be. Best of all it increases energy and ideas and they create what they focus on.
It’s the way to become an essential ingredient to your clients’ biggest hopes.