Why “It depends” is not a good answer.
When you’ve spent enough time in conference rooms, calls and Zooms you have heard or even used yourself, that trusty standby of an answer, “it depends.” It’s a cute little quip often used to hedge being held accountable for the answer.
Yes, yes. I know “it depends’’ is sometimes necessary or even a good way to start an answer, but let’s not go deep into nuances.
Let’s dig into this at face value.
A quick example: I’m in advertising and marketing so here’s a good one from my world.
Client: “What kind of return on ad spend should we expect as a new e-commerce brand?”
You: “Well, it Depends.”
Regardless of what you say next, savvy clients already know they are not getting a real answer to the question. They know they’re about to receive a list of options, scenarios, variables and all the reasons why the question is “a tough one to answer.”
If clients are like me, they think the “it depends” game stinks.
But why does it stink?
Those two simple words boomerang the responsibility back to the client. “It depends” takes the pressure off of you and forces the client to get the answer elsewhere. It does not move the conversation forward. You are essentially saying to the client, “it’s up to you.”
It’s a disservice. A client is paying you for your expertise. So it’s fair for them to expect a recommendation. When you hedge, you are slowly chipping away the client’s trust. Give them their money’s worth.
It impacts your personal stock. If you’re a serial hedger, the client knows it. You are consistently giving them a signal that you are unwilling to put skin in the game. You will lose street cred and, even worse, clients will stop coming to you with questions or asking for your opinion.
It’s frustrating. Listen for the next time someone uses “it depends’’ on you. Where did the conversation go from there? Did it end with a useful answer? Or did it leave you with more to think about? Or worse, confused? How did it make you feel? Annoyed? Frustrated? If you no likey, you just realized what it’s like to be on the receiving end of “it depends.”
Inevitably, I’ll still use “it depends” as will you, but there are WAYS TO BREAK THE HABIT.
Prepare. You can usually anticipate the questions that you will be asked in most situations, so start to prepare how you will answer. Then review the answer with a colleague or even in your own head and judge whether or not it will add value to the conversation. Ask yourself, “did I deliver an answer (yay!) or endless options (boo)?”
Listen for it. Start to train your brain to pick up on how often you or others are using “it depends.” Make a conscious note of where the conversation goes after those two words. Read the room/Zoom as it’s unfolding. What vibe is it creating? If we as working professionals can consciously decide to stop using the word “literally” all the time, we can do the same thing here.
Be confident. Remember, you’re an expert. You know things. No one has all the answers but I bet in most cases you’ve got a good feeling about what you would recommend. So go ahead and recommend it.
Use new language. If you lean on “it depends” a lot, try replacing it with, “I recommend,” or “If I were you I would….,” or “I can answer that.” I assure you the next words out of your mouth will almost force you to provide a firm answer or recommendation.
So, what do you think? I’m always up for a good discussion.