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Who’s Leading the Dance?

Watch a couple dance one leads, the other follows. That’s life (and business). The same goes for how you engage with your clients. In case you’re wondering: yes, you should be the one leading the dance — during phone calls, presentations, meetings, and especially negotiations. And of course, it should all be done with tact and finesse.

Too often, the client takes the lead sometimes in a direct, even harsh way — and the marketer or business owner simply follows along. But the truth is, the client expects you to take charge. They’re looking for someone to lead the conversation with clarity and confidence.

In fact, that bold approach? It’s often a test. Clients are sizing you up, trying to gauge whether you’ve got what it takes to bring their project to life. Their independence and pushback usually stem from doubt or insecurity. But the moment they sense your competence when they feel that you’ve got it under control they’ll trust you and follow your lead.

So take the lead. Own it. And enjoy the dance.

By Alex Wildfree

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