“Listen with the intent to understand, not the intent to reply.”
It’s easy to get excited and overly eager to begin your marketing campaign. And we love that excitement btw! But first things first: and that’s listening. After all, how can you start problem solving for your potential clients when you don’t yet know what their problems are? I, for one, consider it a personal pet peeve when on the phone with a customer service rep, who is actively reading a script, unwilling to step away from it. (And yes, I get that some jobs require this.) BUT, it is so much more effective when I can hear from their response that they’re actually listening to what I have to say. And ultimately? It usually solves our problems of communication. So, throw out that script, and show up to customer conversations, ready to hear what they have to say first.
Never go into a conversation with your top objective being to sell.
Ok, yeah, I know. Sounds crazy, right? But hear me out. Of course you want to sell to the client (and we do as well!). But when that is your primary objective, the necessary steps in order to actually do that, usually fall to the wayside. My personal approach? Make your top objective to listen and understand first. One of our top priorities at Waves when meeting with potential new clients is to see if it’s a good fit for both of us. Very much the same with any relationship, if it’s not a good fit, you don’t want to invest in it. And why? Because inevitably it will fail, and we all (including you!) are interested in cultivating long-term, successful relationships. So listen up, and then weigh if it’s a worthy match between you and your potential customer. You both will be grateful you did.
As with most improvements, we all could use this one. Whether it be on the sales floor or in a heart-to-heart with a friend, becoming a better listener is always a good idea. So, what are some ways to help cultivate this skill? We’ve listed a few below:
So start those conversations and show up with curiosity to listen and learn. Only then can the truest problem solving begin.