You’ve met him: the slick-talker who pairs precious little smarts with an outsized ego. In Texas, that guy is “all hat, no cattle”.
You’re savvy enough to spot the type quickly and ignore or neutralize him.
But what if he is your competition?
Start with this: don’t waste your breath trash-talking a known poseur. Good clients avoid competition-bashers like the plague—it makes them uneasy. Instead, frame your approach to highlight your strengths.
Shine a light into the dark corners. Transparency—dealing with your client’s worries simply and directly—builds trust. The poseur prefers to deflect client fears with detours to the inconsequential. Your job? Don’t let the competition dictate your conversation.
Do be prepared to fix the mess a poseur has created. It’s embarrassing for a client to fess up after choosing unwisely. Making it right without “I told you so” is gracious and will be long remembered. It’s clients-for-life territory.
Who knows? Maybe rescuing clients from poseurs will become your go-to marketing strategy.