Do You Truly Understand What Your Client Needs? The Impact on Executive Presence

When you fail to 100% understand what a person is looking for, you don't just risk a sale; you damage the relationship and lose credibility. Miscommunication is costly: it wastes time, energy, and, above all, the client's trust.

I recently decided to invest in a project that was a key tool for my work. I was referred to an expert and decided to trust them. During the first meeting, I felt heard; the person seemed to grasp my vision perfectly. However, by passing the project to another department without asking further questions, something was lost in translation.

The Cost of Not Asking Enough Questions

Due to that lack of internal communication, I had to reject the proposals a couple of times. The final product did not reflect my needs. Although they were kind and I stayed with them, the process took much longer than expected.

Analyzing the situation, I realized two fundamental things were missing:

1. Asking the right questions: To perfectly understand what a client wants, you must dive into the details, not assume you already know everything.

2. Knowing how to transmit the message: It’s not enough for you to understand it; if you work in a team, you must be able to communicate that essence to others without it being diluted.

   
   

Listening as a Pillar of Executive Presence

Knowing how to listen is a basic skill, but knowing how to confirm what was heard is what distinguishes a high-level professional. A solid Executive Presence is reflected when the client feels: "This person really gets me."

Asking the right questions doesn't make you look inexperienced; on the contrary, it shows a genuine interest in excellence. When you meet a client's desires 100%, you achieve loyalty, efficiency, and a strengthened professional image.

A challenge for you

In your next meeting, before finishing, apply the intentional paraphrasing technique. Say: "To make sure we are on the same page, what you need is [summary of the idea], is that correct?". Notice how this small step eliminates errors and projects impeccable confidence.

Have you ever felt the frustration of a provider not understanding your idea despite explaining it multiple times? What do you think was missing in that conversation?

Ale Marroquín Executive Presence & Communication Expert.

Advising professionals to transform their skills in communication, leadership, behavior, attitude, and professional appearance.