Making an impression is important. In our line of work, being likable is sometimes critical to building relationships with prospects that turns them into clients. So what can you do to quickly become likable? Could a simple skill like listening improve your likability and your overall business? The act of listening has been proven to have an impact on other fields, and makes it highly likely it can impact your business as well.
In his best-selling book,
Proactively building relationships is often an afterthought. We are just too busy trying to get through the work of the day. And, relationships are not what we DO in our businesses, right? Wrong.
There’s often a very direct correlation between the quality of your relationships with prospects and clients, and the rate of sales and growth in your business. The question is – what are you doing about this?
Intuitively we know that relationships are important,
If you want to make an impact during this holiday season, consider calling someone or stopping by someone’s office to deliver them a “thank you” in person.
The “thank you” that comes from you directly is the one that feels the most sincere. When someone can hear you say “thank you” – just to them – it feels different. It feels personal. It feels authentic.
Why? The “thank you” that is delivered personally takes more effort (and we know it) than sending off an email or announcing a thank you to everyone in your email newsletter.
If you want to truly engage a prospect or client, instead of talking, it is actually more critical to listen. The key with engagement is interaction. Most (and I really mean most) people are focused on themselves and are more than ready to talk about themselves and their products. But how do you get the other person to begin talking?
Great questions lead to great interaction and will allow you to be in control of the conversation while gaining all the benefits of listening and learning about the other person.
Proactively cultivating relationships is often an afterthought. We are just too busy trying to get through the work of the day. And, relationships are not what we DO in our businesses, right? Well… wrong.
Intuitively we know that relationships are important, but let’s just focus on the logical. When you look back on your sales of last year, evaluate the “why” when thinking about your best clients and your biggest sales. Quantify the value of the referrals you receive,
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