There are two types of experts. Some adopt the ‘scarcity’ approach and some adopt what we call abundance mentality. Of course, both attitudes are commonplace, but we believe the latter is a far better way to build solid, long-lasting relationships with clients. So firstly, let’s have a look at the scarcity approach.
The Scarcity Expert
These experts like to remain slightly aloof. They think their expert knowledge is something that they can apply in limited quantities but at a high price. Therefore, they try to stay in control at all times. Moreover, they often condescendingly treat their customers. To create the illusion of superiority, they use industry jargon and try to make the customer feel like their only choice is to use their services. Furthermore, they often pressure clients into a decision by creating a sense of false urgency. Ultimately, they present themselves as knowing everything. This often leads to over-promising and consequently under-delivering. Finally, they make the customer dependent on them and try to force a one-way relationship. For example, a scarcity adopting expert may be heard to say:
Your website is very broken, has been hacked, is unsafe and outdated. It needs to be completely rebuilt as quick as possible. The other web designers will not be able to help you. Only we can do this for you, and it’s going to get expensive.
The second type of expert uses an abundance approach. Consequently, they share as much knowledge as they can. As a result, they empower the customer by showcasing their expertise, encouraging an open dialogue, and ultimately, building trust. Moreover, this approach leaves the customer in control. They are now able to make an informed, realistic decision and in their preferred time frame. Also, the abundance mentality approach means acknowledging that there is an open market with lots of different providers. Therefore, proponents will openly explain their own offering and trust in the value of their products and services.
Abundance Mentality Builds Powerful Partnerships
Furthermore, they will talk about the areas they are experts in and freely acknowledge their limitations. Indeed, at times, they will also recommend other companies that might be more suitable for the customer’s needs. Ultimately, they leave the decisions to the customer and will greatly appreciate the chance to work for a customer. In short, they want to build long-lasting business relationships based on trust, honesty and mutual benefit. For example, an abundance mentality supporter might say:
There are a few options. Firstly, you can have your website updated and fixed at a minimum cost. But bear in mind this would be a band-aid solution. Secondly, we can go a step further and give your website a functionality and design overhaul. Lastly, we can go all the way and completely re-imagine your online presence (user experience, branding, fully optimised content and media). These options will cost X, Y & Z; we can provide our services within these budgets, we can meet these requirements and deliver in these time frames. Furthermore, these things we can do very well, these other things we don’t do, but we can make some recommendations about who can. So, feel free to check out all offers in the market, and of course, we would love if you came back to us for this work.