I have Chris Barrow (http://www.coachbarrow.com), the renowned dental coach, to thank for this. He reckons one of the best ways to connect with a potential client is to show that you understand them and the best way to do this is to ask a few simple questions that help them to self-examine. Very successful in the world of dentistry, apparently.
Here’s the skinny on the deal: if they do the Smile Check properly they will realise that a) they are not in the place where they want to be, b) they should take action to change things and c) since you are asking the questions you probably know what you are doing and should be the first port of call.
I adapted this for my personal effectiveness and efficiency coaching programme and came up with a Smile Check all of my own. Here’s an extract of it: -
“…….please tick each box where, on balance, you feel that the statement applies to your management team.
<_> They attend too many meetings.
<_> They cannot get everything done without working silly hours.
<_> They have congested diaries.
<_> They do not spend a lot of time developing their their team.
<_> They need to be involved after they have delegated something.
<_> They do not have plenty of time to add real value to their area of responsibility.
<_> They do not invest enough time networking inside and outside the organisation.
<_> Their staff appear demotivated.
<_> They look tired and stressed and lack that “zip”.
<_> Training appears to have little or no lasting effect.
If you haven’t ticked many boxes then you probably have a smile on your face, I know I would, but if you feel there are too many ticks then perhaps we can help…….”
You may feel that this is a little cheesy but I have to report it worked and still does. Obviously it depends on where and when it is used but in the right environment it makes ‘em think a bit.
Here’s a lark. If you get a moment why not write down the 10 questions you would like your clients to ask themselves and then try them out for real.