You will never know just how much difference an advisor can make for you until you ask.
Overcoming resistance to becoming more successful
The reasons why most people don’t hire an advisor and end up with continuing frustrations and problems is universal and rarely your problem alone. However, there are things you can do to overcome this resistance:
- The clients don’t see how an advisor will make a real, significant difference to their business because the advisor is unable to show them the benefits and exactly what they can do for them.
- Many have been turned off advisors in the past because the outcomes have not been significant. Advisors who only identify the problems and don’t concern themselves with the implementation of the solutions will not survive.
- SMEs think advising, facilitation, coaching and consulting sounds great and it seems like a good idea for them in the future. Not today because the advisor doesn’t inspire them to make the changes necessary to overcome their problems and frustrations.
- Many advisors fail to arouse their emotions about what impact they can have on the future of the organisation. Not enough time is spent finding out and analysing the problems, frustrations, wants and needs of the
- The Advisor doesn’t find out what the vision and aspirations of the client are and how they can help them move towards them.
- The advisor tries to do too much with the client too quickly. SMEs don’t have the time for long sessions unless they really understand the importance and possible outcomes.
- The advisor does not connect the dots between where they are now and how to get to where they want to be, along with how they will go about doing it. There must be a clear path from A to B.
“Every business and non-profit organisation have excess baggage. The key is to find someone who loves you enough to help you unpack it”. Peter Sergeant
What do many businesses really think of advisors?
Many advisors do not set the client expectations correctly leaving clients making comments such as these:
- “They take our money and we never hear from them again”.
- “I have a fear of spending money and getting little result”.
- “They are not pro-active, poor follow up”.
- “They don’t understand my problems and frustrations”.
- “Advisors don’t help me with implementation”.
- “Slow to respond to my wants and needs”.
- “They make me feel like an idiot just because I don’t understand what they say”.
- ” They don’t practice what they preach, so why should I put my future lifestyle in their hands?”.
- “Advisors I know just want to overwhelm me with how much knowledge they have”.
- “The advisors I have met are too complicated and too expensive”.
- “They don’t understand my industry”.
- “Most of the time I don’t understand what they are talking about”.
- “They just want me to buy some fancy technology”.
- “Not very creative or innovative”.
- “There is no ongoing support, I get left to fend for myself”.
- “They are reluctant to travel, I have to go to them all the time”.
- “They are too specialised, I don’t need their kind of help”.
There is a need for a new paradigm in how to support SME’s in a more effective way. Perhaps the biggest challenge for advisors of all types is not to work in isolation but as part of a team, capturing the benefits of a team while retaining independence. SME’s want so many things, but they only need little bits at a time, which makes advising them too hard doing it by yourself.
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Attitudes to business advisers of all types have changed over recent years for many reasons. None the least is that there are many people untrained in how to go about this important task and consequently leave disgruntled clients in their wake.
Perhaps the first thing advisors should learn, is not to be intimidated by the client. If they are the best outcomes will rarely come about.