Gérer les doutes des clients sur vos idées innovantes. Pouvez-vous les convaincre de voir le potentiel ?

Step one is to never exit your discovery process until you've fully identified the client's concern and they have confirmed you have. Step 2 is to provide multiple options that reflect addressing concerns but one data driven recommendation from those options with confidence. It is a win for both sides.

Try making a 2x2 grid with "adopt the idea" and "don't adopt the idea" on one axis and "best case"and "worst case" on the other, or something like this. Write down all of the risks, benefits etc in each box. Look at it objectively and see what it tells you. You might see that the potential benefits far outweigh the risks or even the opposite - that it probably isn't worth it. As such, I think the ideas is to do your homework and make sure there is a good proposition that the client can easily grasp. That would be be opposed to pushing an idea that just makes you money...

Understanding doubts for me broadly translates to understanding the context, which is a crucial step of any strategic communication. Clarity about the context firstly helps me understand if we share the same view of the problem and the nature of the solution we are aiming for. Secondly it helps me understand the expectations of the client which many a times are extremely reasonable and doable. And finally it provides me with an opportunity to iron out the difference in understanding and viewpoints that we might have.

Many think of the “what” to present. Let’s add the “how” - understanding your audience’s preference for taking in info, as well as their decision-making preference, to increase your success when “educating” them. 1. For those more data-inclined, use relevant and reliable statistics to provide empirical evidence supporting your idea. This helps establish credibility and shows that your idea is grounded in objective facts. 2. ⁠Use-cases illustrate successes and feasible to your ideas, with practical applications and outcomes. 3. Expert endorsements can lend significant weight to your idea In addition to these, be mindful the level of details that they welcome / can manage, to help you “help them” accept your idea.

Puede ser común que los clientes vean con recelo la propuesta cuando esta suena muy sofisticada o ambiciosa; es importante cuidar de que la exposición de una propuesta suene muy pretensiosa. Cuanto más sofisticada es la idea, es porque en realidad esta busca simplificar procesos y hacer que grandes problemas sean resueltos de formas muy sencillas. Procura explicar con sencillez tus propuestas, si estas suenan muy complejas es probable que estemos yendo por un camino equivocado. Educar con tacto significa hablar con claridad y asertividad, y poner todo en su más claro contexto.

Using educational materials can help a client with doubt by providing them with clear, easy-to-understand information that addresses their concerns. For example, you can create guides, videos “Super impactful”, or FAQs that explain how your product or service works, the benefits it offers, and how it compares to other options. These materials can answer common questions, show real-life examples, and highlight positive outcomes from other customers. By educating the client, you empower them to make an informed decision, which can reduce their doubts and build trust in your brand.

Once you know the root of their doubt, you need to gently guide them through the reasoning behind your idea. Avoid overwhelming them with jargon, complex words or acronyms. Instead, use clear, simple explanations and its best that you draw parallels to concepts they’re already comfortable with. Education is about empowerment, and when done tactfully, it can turn doubt into curiosity and eventually, belief.

As long as you have understood the problem they are trying to solve then you can understand their doubts. Only once you’ve understood their doubts can you start talking benefits. However, let’s be clear here, you must not only understand the problem and doubts but you have to know whether your solution/product can actually help the client. There is no point moving to discussing benefits if you know you can’t help them. And let’s make sure it’s benefits that are being discussed - not features. So many people start getting geeky about features and before you know it the client is lost. They’ve turned off. A conversation based around benefits helps the client understand how their problem can be solved, and doubts start disappearing.

When clients doubt your innovative ideas, the key is not just to explain, but to show how those ideas can be the catalyst for their success. I recently coached a professional facing skepticism from a major client about a new strategy. Instead of pushing back, we focused on demonstrating the tangible benefits through a small pilot project. This approach allowed the client to see the potential without committing fully upfront, which gradually built trust and opened the door for more significant, strategic changes. This not only helped the client achieve better outcomes but also strengthened the professional's reputation as a thought leader who can translate vision into results.

Showcasing the benefits of your product or service can help reduce doubt from clients or potential customers by clearly demonstrating how it will improve their lives or solve their problems. When you focus on the specific advantages and positive outcomes your product offers—such as saving time, increasing efficiency, or enhancing quality of life—you make it easier for them to see the value in what you’re offering. This can help them move past any hesitation they may have, as they can clearly understand how your product or service meets their needs or solves their pain points. Seeing these benefits makes the decision to purchase feel more logical and less risky.

In a previous role, I encountered skepticism when proposing a new AI-driven solution. The client wasn’t convinced of its value. I focused on showcasing how the solution could directly solve their pain points, such as reducing operational costs and increasing efficiency. By presenting clear, tangible benefits and aligning them with their business goals, I was able to shift their perspective from doubt to seeing the potential opportunity.

I understand that introducing innovative ideas can sometimes be met with doubt from clients 🤔. However, I firmly believe that it's precisely these out-of-the-box ideas that have the potential to drive real change and innovation 💡. Let's continue to push boundaries and showcase the value of our creative thinking 💪🏼. #Innovation #Creativity #ClientRelations

Usually the involvement start earlier. If I’m doing an innovation to my client, it should be linked to a problem either internally or externally, then we will form together the problem statement, and take steps together. By this way, the elimination would be nothing, or if its there, will be very small, on one step only.

During a project where I was leading a digital transformation initiative, I involved the client early on by seeking their input and presenting prototypes. This not only made them feel valued but also gave them a sense of ownership over the solution. Their involvement helped build trust and enthusiasm, turning initial skepticism into a collaborative partnership that drove the project’s success.

Its a team effort - Ask questions, - Consistent Updates the matter, - Lets someone give permission and be at pace with you “To go fast go alone, To go further with your client go together”

Leadership isn't based upon Hierarchy or Upper Level Managers. It depends upon Team Leading Skills, Team Motivational Skills, Helping Hand alongwith guiding properly to Team Members. Leadership depends upon actual work.

I actively involve clients in shaping the idea, inviting their input early on and encouraging a collaborative approach. I might propose a pilot or a small-scale trial that allows them to see the potential with minimal risk. This not only builds their confidence in the solution but also helps them feel a sense of ownership and investment in its success.

I proactively address any risks clients foresee by offering practical solutions and contingencies. For example, I might suggest a phased implementation plan, provide clear timelines and milestones, or identify backup options to demonstrate preparedness. Additionally, I reassure clients by sharing examples of how similar risks were successfully managed in other contexts. By being transparent and prepared, I help them feel more secure about moving forward

When proposing a new IoT solution, a client was concerned about potential risks. I addressed this by outlining a comprehensive risk management plan, detailing how each risk would be mitigated. I was transparent about the challenges but reassured them with a proactive approach. This honesty, combined with a clear plan, significantly reduced their concerns and helped build confidence in moving forward.

To effectively balance persistence with patience when dealing with client doubt, start by consistently following up with clients at regular intervals, ensuring your communications are informative and focused on addressing their specific concerns. Secondly, actively listen to their feedback and adapt your approach, offering tailored solutions that align with their strategic vision. Finally, maintain a positive and calm demeanor, demonstrating unwavering confidence in your idea while giving the client the space and time they need to fully grasp its value. This approach fosters trust and eases their decision-making process.

Persistence is key, but it must be balanced with patience. I understand that clients may need time to fully grasp the potential of an innovative idea. I continue to provide information, answer questions, and demonstrate the value of the solution without being pushy. This patient persistence allows clients the time they need to process and align the innovation with their strategic vision, ultimately leading to greater acceptance and support.

Changing minds doesn't happen overnight. Sometimes, even after you have explained and shown the benefits, clients need time to process and come around. Stay patient and persistent, without being pushy. Continue to engage them, keep the conversation going, and provide gentle reminders of the value your idea can bring. Persistence, coupled with patience, often turns doubt into confidence over time.