Understanding how your client thinks and processes information is key to building a strong working relationship. As a consultant or service provider, tuning into your client’s thinking style allows you to communicate and present solutions more effectively. Here’s how to learn your client’s thinking style:

Listen More Than You Speak

Make a conscious effort to listen more than you speak during meetings and calls with your client. Listen closely to the words they use, how they frame problems or goals, and the types of questions they ask. This will give you insight into how they process information and approach challenges. Pay attention to whether they prefer concrete facts and data or more conceptual, big-picture thinking.

Note How They React to Your Suggestions

Carefully observe how your client responds when you present ideas or suggestions. Do they need time to deliberate on options or do they make quick decisions? Do they consider pros and cons or focus mostly on emotions and intuition? Watching their reaction process helps reveal their thinking style. If your suggestions don’t seem to land well, tailor your communication approach.

Ask Direct Questions

Don’t be afraid to directly ask clients how they prefer to receive information or make decisions. You can say something like, “I want to provide my recommendations in the most helpful way. Do you prefer we walk through options together or would you like me to summarize everything in a report?” Their answers give clarity into their thinking process.

Look for Visual, Auditory, or Kinesthetic Cues

Note whether your client is more focused on visual aids like graphs or flowcharts, oral discussion, or hands-on experiences. A visual thinker will remember what they see, an auditory learner recalls what they hear, and a kinesthetic thinker wants tangible participation. Adapt your communication style to leverage their learning strength.

Test Their Response to Structure vs. Flexibility

Some clients want a very structured, linear approach with clear next steps while others prefer a flexible process with room for exploration. Test their response by presenting a structured plan vs. an open brainstorming session. Or be direct: “Would you like me to map out a start-to-finish plan or did you envision a more adaptive approach?”

Examine Email and Communication Style

Look back through your email exchanges and other communications. Do they use bullet points and headings or long paragraphs? Do they want frequent updates or just milestone check-ins? Their communication style provides clues into how they process information.

Consider Their Background and Experience

Your client’s career background and industry experience can influence their thinking style. For example, an engineer may prefer more analytical data vs. a creative type who responds to brainstorming sessions. Think about how their work history shapes their approach.

Adjust Your Communication Approach

Once you identify your client’s thinking style, adapt your communication approach to align. Use visuals for visual learners, clear bullet points for analytical thinkers, and interactive sessions for kinesthetic processors. Tuning into their style makes your work more impactful.

Ask for Feedback

Check in regularly with your client to learn what communication methods are working best. Ask questions like “Does it help when I outline pros and cons or do you prefer when I make a firm recommendation?” Their feedback gives you insight to tailor future interactions.

Proactively Explain Your Thinking Style

Don’t assume your client has you all figured out. Explain upfront how you tend to work through problems and process information. Highlight where your styles align or differ and how you can adapt to suit their needs.

Learn from Experience

Pay attention to which client interactions are smooth and effective vs. clunky and confusing. Reflect on how your communication style meshes or clashes with theirs. Learn from every experience to become more adaptable.

Focus on Their Needs

Keep the focus on understanding and adapting to your client’s preferences, not forcing them to conform to your style. Check your ego and aim to provide the thinking process that works best for them. You are there to serve their needs.

Avoid Assumptions and Stereotypes

Don’t make blanket assumptions about a client’s thinking style based on outward characteristics like age, gender, race or personality type. Get to know each client as an individual without preconceived notions. Focus on listening closely to their unique style.

Tailor Your Deliverables

Just as you tailor your communication style, also adapt the deliverables, reports and documentation you provide. Give detailed data to analytical thinkers but use more imagery for visual processors. The end product should align with how they best digest information.

Learn From Other Team Members

If you are working alongside others with an existing relationship with the client, leverage their experience. Ask for insights on how to best communicate with the client based on their established understanding of the client’s thinking process.

Check for Understanding

Once you present information to a client, check for their understanding. Say something like “I want to make sure I explained this clearly – could you walk me through what you heard?” This allows you to ensure your message aligned with their thinking style.

Be Flexible and Adaptable

Every client is unique so be prepared to tweak your approach over time. Strive to become more versatile in how you communicate and tailor solutions. Adaptability is key to bridging different thinking styles.

Consider Thinking Style Changes Over Time

A client’s thinking process is not necessarily static. Their style may evolve based on new knowledge, changing roles, influences from colleagues, or growth in emotional intelligence. Continually reassess and adjust your approach.

It’s Ongoing Work

Truly understanding a client’s thinking style takes time, attention and experience. Be patient with the process and persistently work to deepen your understanding through ongoing observation and communication.

Frequently Asked Questions About Learning a Client’s Thinking Style

How do I identify if my client is a visual, auditory or kinesthetic thinker?

Watch for these cues:

• Visual thinkers respond well to charts, graphs, diagrams and other visuals. They may say things like “I need to see this mapped out.”
• Auditory thinkers absorb information well through discussions, Q&A sessions, or verbal explanations. Phrases like “Tell me more about this” signal an auditory style.
• Kinesthetic thinkers want hands-on experiences. They may say “Show me how this works” or “I need to try this to fully understand it.”

Asking direct questions can also reveal their learning style preference.

What are examples of closed vs. open-ended thinking styles?

Closed-minded thinkers prefer structure, certainty, and tried-and-true methods. They respond well to clear action plans.

Open-minded thinkers are comfortable with ambiguity and new approaches. They enjoy brainstorming sessions and optionality when presented with solutions.

Listen for phrases like “here is the path forward” (closed) versus “let’s collab and explore” (open) to recognize their style.

How do I communicate complex data to a client who is a more creative thinker?

• Use simple, easy-to-digest charts and graphs rather than detailed spreadsheets
• Summarize key data points and trends in bullet points
• Use analogies and metaphors to bring concepts to life
• Highlight the implications of the data rather than just presenting the raw numbers
• Use a conversational tone rather than academic language
• Offer creative solutions rather than just explaining the analysis

What are signs my thinking style clashes with my client’s?

You may have style clashes if your meetings often feel unproductive, the client seems frequently frustrated with your communication style, they take much longer than expected to make decisions, or there is tension when you present solutions.

Difficulty answering their questions or rambling, long-winded responses also signal a thinking style mismatch. Learn from these interactions and adjust your approach.

How do I explain my thinking style to a client in a professional way?

Focus the conversation on meeting their needs rather than justifying your style. For example, “I tend to process information by talking through options out loud, but I want to make sure I provide information in the way most helpful for you.” Keep it about understanding their preferences rather than changing their thinking.

How can I better collaborate with clients who have very different thinking styles?

• Set expectations upfront about differences in your approach and commit to open communication.
• Build in extra discussion time to bridge any gaps in understanding.
• Actively listen and ask clarifying questions rather than pushing your perspective.
• When relevant, separate analytical/logical steps from creative brainstorming.
• Offer two versions (detailed data and summarized bullet points) catering to both thinkers.
• Take turns leading different parts of projects or meetings.
• Check for mutual understanding often.

Should I change my natural thinking style to match my client’s?

You don’t necessarily need to overhaul your natural tendencies. The goal is adapting your communication approach, not changing your inherent thinking process. For example, as a big picture thinker, you can still outline step-by-step recommendations for detailed-oriented clients by making the extra effort. Focus on understanding their perspective.

What are some red flags that my thinking style conflicts too severely with a client?

Consistent miscommunication, frustration and tension during simple interactions, the client rejecting all your suggestions, or having to constantly “translate” your communication are signs of irreconcilable differences. If tailoring your style does not seem to work, it may not be the right partnership.

Key Takeaways on Learning Your Client’s Thinking Style

• Listen closely to how they communicate and react to ideas. Observing is crucial.
• Leverage your client’s specific learning preference – visual, auditory or kinesthetic.
• Test their preferences through direct questions and offering structured vs. flexible approaches.
• Adapt your communication style, deliverables and even team discussions to align with their thinking process.
• Explain your natural style while still focusing on meeting their needs.
• Allow time for discussion to bridge thinking gaps rather than forcing your view.
• Treat every client as unique. Avoid assumptions based on demographics or first impressions.
• Persistently fine-tune your approach through observation, feedback and evaluating ineffective interactions.
• View it as ongoing work requiring patience and attention, not a one-time analysis.
• Keep an open, flexible attitude. Be willing to adapt your style to best serve each client.

Conclusion

The most successful consulting relationships begin with taking the time to understand your client’s thinking style. Avoid the mistake of interacting purely in your own preferred mode of communication. Listen intently, ask thoughtful questions and test different communication strategies. Adapt your discussions, deliverables and general approach to align with their needs, not your inherent style. This effort to “speak their language” and see from their perspective fosters trust and effective collaboration. With an open, patient attitude focused on their needs, you can successfully learn any client’s thinking style over time.