Ik roep in mijn blogs altijd dat je website draait om je klant: om hun probleem, hun pijn en hun resultaten. Maar dat is maar één kant van het verhaal. Want je moet natuurlijk ook om jezelf denken. Wat en vooral HOE jij denkt, is van doorslaggevend belang. In dit blog leg ik je uit hoe je voorkomt dat je zelf ondersneeuwt in alle verhalen voor je klant.
Gisteren sprak ik een tevreden klant tijdens een telefonische evaluatie. Zij had eerder al teksten laten schrijven door iemand anders, maar die vond zij te beschouwend, te journalistiek.
Mij kende ze al, dus was het paadje gauw gevonden. Tijdens die nabespreking zei ze iets wat mij trof. Ze verwoorde: ‘Jij was zo vasthoudend, je gaat echt tot het naadje. Ik voelde jouw gedrevenheid om het uiterste uit die tekst te halen, je bleef maar graven tot we het échte antwoord hadden’.
En dat is precies waar het om gaat. Niet om mezelf een veer in mijn achterste te steken, maar het is wel het verschil met een gewone tekstschrijver. Als jij zomaar iemand inhuurt die jou anderhalf uur komt ‘interviewen’, dan krijg je een keurig verhaal over jou en over je product.
In het gunstige geval is dat wel toegeschreven naar je klant, zodat die zich wel herkent.
Maar herken jij jezelf dan nog terug?
Mijn klant dus niet, bij haar vorige tekstschrijver.
En dat kon ik meteen verklaren.
Want wij, die klant en ik, hebben een hele dag samen doorgebracht in haar kantoor. Samen sparren, samen lunchen, af en toe even een hap frisse lucht op haar terras en ondertussen stiekem meteen weer pratend over haar bedrijf, haar drive en haar klanten. Om met een fris hoofd te beginnen was ik die zondagmiddag al naar ‘haar’ kant van het land gereden en had in een hotel overnacht.
Toen ik bij haar kwam, konden we meteen los.
Ik werk niet met een vragenlijstje. Kijk nauwelijks op de klok. En ik spring van de hak op de tak, ogenschijnlijk. Want in mijn gedachten heb ik natuurlijk wel een lijstje dat ik afwerk. Maar ik vind het belangrijk dat ik ook meega in jouw gedachten. Wat jij belangrijk vindt om over door te praten, is meestal ook belangrijk. En het zegt mij heel veel over jou!
Soms kom ik thuis en heb ik uiteindelijk niet alle antwoorden op alle vragen.
Maar dat is dus helemaal geen drama!
Want de kunst is, dat realiseerde ik me pas door dit evaluatiegesprek, is om juist zo in jouw huid te kruipen dat ik ‘namens jou’ schrijf. Niet ‘over jou’. En dan verzin ik er soms wel iets bij. Of ik doe een aanname over jouw werkwijze, jouw aanbod. Blijkt het achteraf geen zes sessie maar tien sessies: ook goed. Dát is zo veranderd.
Die vrijheid kan ik alleen nemen als ik je heb leren kennen.
Als ik denk dat ik weet wat jij zou doen, of jij zou bieden aan jouw klant.
Het mooie wat ik van deze klant hoorde was dat ze juist zo blij was met mijn eigengereidheid. Zij zei: “Ik had me voorgenomen om mee te gaan in jouw versnelling. Hoe intensief dat ook was, af en toe. En ik ben er blij mee. Op zo’n website mag ik best wat aanvallender in de wedstrijd staan. Zelf was ik vast en zeker weer gaan afzwakken. Maar nu zag ik hoe het één geheel werd. Met een kop en een staart. Nu is het klaar. Heerlijk!”
Wil jij dat ook?
Pas dan op dat je niet alleen maar over je klant praat, maar ook over jezelf. Je schrijft niet alles op over je methode, maar je práát er wel over. Ook als het niet op het vragenlijstje van je tekstschrijver staat. Een goede tekstschrijver is niet de dagvoorzitter van jullie gesprek, maar jouw compagnon in het vermarkten van je product en je bedrijf. Een coachende tekstschrijver. Jammer dat daar nooit iemand op googelt. Ik maak er mijn nieuwe tagline van!
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