How can we communicate more effectively with our clients?

From what I have experienced we can communicate more effectively with our clients by using a more consultative approach.

Most of our client interactions involve a transfer of information. However, the way our clients react to that information has everything to do with how it is communicated. What’s more, the way our clients react can have a big impact on our ability to work together.

So, how do we positively influence the way our clients react to shared information and enhance our ability to work together?

Here is a simple and effective communication pattern that can help...

 We suggest taking a consultative approach to your client communications.

When it comes to effective interpersonal communications and problem-solving, there is an almost universal pattern, whether the communication is face-to-face or voice-to-voice.

There are three steps to this communication pattern, they are:

• Reduce Threat – So, the first step—particularly when talking with someone we haven’t met before—is to show we are not a threat, that we mean no harm. This satisfies the instinct for self-preservation. This is critical, because if the defenses go up, quality communication is highly unlikely to occur.
• Assess Situation – Next, we have to understand the situation. 
• Offer Assistance – And finally, we offer whatever help we can. 

You may ask - okay but how do I put this universal pattern into practice? We provide best practices in a series of blog posts titled 'Best practices for building client rapport.' This blog series will be published over the next several weeks. The post will include: 

• The greeting - How can we build rapport immediately (part I) 
• Discovery - Best practices for building client rapport (part II) 
• Offering a solutions - Best practices for building client rapport (part III)
• Addressing concerns then issues - Best practices for building client rapport – (part IV) 
• Closing - Best practices for building client rapport (part V) 

What are your thoughts?
Do you have ideas on how to build a consultative approach?