A Super Simple Question That Indicates Your Client Is Open To Change

client open to change
142 Shares

A Super Simple Question That Indicates Your Client Is Open To Change


At times, coaxing clients to take action can be like pulling teeth.

You are a problem solver though. Whether there is a need for a primary care doctor, a dentist or specialist you’ve got all the angles covered.

Despite your wealth of knowledge and sound advice you sometimes encounter clients who aren’t at all moved by anything that you’ve had to say.

Why clients aren’t motivated by your pep talks and step by step instructions can be a number of different things. This article is not about those things.

Instead we’re focusing on a way to cut through the clutter and learn exactly how likely your client is to change their current behaviors.

This short cut requires only one question. A question that we’ll tell you about in the next section.

The Question

Once you’ve provided the solution to your client’s issue and they are still unwilling to act ask this very simple question:

On a scale of 1 – 10 how import is finding a solution to your problem? 

Asking them to rate their willingness to change gives you an indication of exactly how likely they are to take steps toward solving their problem.

Note: This approach is not only reserved for  case managers, but rather anyone who needs to help someone to take action. You can use this same technique with friends or family.

When You Should Ask This Question

Here are a few indicators that you should use the question above:

  • If the conversation has hit a stand still
  • Your client appears frustrated
  • The client is not willing to elaborate on answers
  • Your client uses lots of “yeah buts”
  • If you have presented multiple solutions to their problem
  • The client lacks engagement

If you encounter any of the situations above these are appropriate times to pose the question above.

Follow Ups To Your Question

The good thing about this question is it forces your client to commit to something.

Whether it be no motivation (1-4), indifference (5), or being motivated to take action (6-10) asking them to rate the importance of solving their problem gives you insight as to where the conversation should go from there.

Answers 1 – 4 – No motivation 

If they provide you with a 1-4 you don’t have to pressure them into changing their mind. Instead reiterate the importance of tackling the problem in the future, let them know you are there for them and lastly provide the client with your contact information once they are ready to move forward.

Answer 5 – Indifference

Should they give you an answer of 5 try to moved them toward taking action. To do this, commend your client on considering a positive change and then you can ask a follow up question like:

What would it take to get you to take action today? 

A level of 5 states that they are still on the fence, although with a little encouragement you may be able to nudge them closer to the positive change they need.

Answers 6 – 10 – Motivated to take action

If your client gives you an answer of 6 or higher this is a good indicator that change is important to them. You can help them inch closer to change by supporting them on the decision and then taking the first step toward action. An example of this could be offering to make a call to a clinic/agency you plan to refer them to.

If your client states that change is important to them try to keep the momentum going by helping them to take action toward their goal in that very moment.

Conclusion

Should your conversation with a client come to a stand still, don’t feel pressured to force the individual into taking action. There could be a number of reasons that they have for not taking the next steps. If they wanted you to know these reasons they would tell you.

Instead of forcing your client to do something they may not be comfortable with, simply ask them exactly how important is the problem to them.

Doing this will let you know the likelihood of the client taking action for that day.

Do you have any strategies to help clients or family members who are indecisive take action? If so share your methods in the comments below. 

Leave a Reply

Your email address will not be published. Required fields are marked *