I’ll assume that my articles on Monday and Tuesday have helped you become better personally and professionally prepared to engage with your clients and prospects – if you missed the articles you should easily find them. If not please do get in touch.
Today is about how your verbal and non-verbal communications should be designed and pitched get the right level of attention and response.
Firstly, establishing attention should be about 2-way engagement – not just you getting your message across.
I cannot sugar coat this part of the P.A.N.D.A Effective Relationships Process in that the majority of people are not naturally good at getting attention through their various types of communications. In my opinion that is because of a few consistent factors: a lack of confidence in asking questions, a belief that we need to tell people about who we are and what we do first and a lack of understanding in why ‘they’ are more important than ‘you’.
A couple of questions: what do people like talking about most and what do people know about most? In both cases, the answer is themselves and their interests. This is a great place to begin any necessary revisions to your communications.
Give this exercise a go:
- Task yourself to speak 33% of the time and listen 66%
- In emails and letters use ‘you, your, and we’ much more than ‘I and my’
- Ask relevant and genuine questions about them and their business
- At the end of a call or meeting ask yourself did you give more than you asked for
Why not reread some of the most recent emails and letter you have sent and social media posts you have made. If you want to send them to me, I will give you an unbiased appraisal of the content and likely impact.
Obtaining and then keeping attention is key to more open and beneficial communications, not difficult to achieve IF you practice perfectly.
A tip for getting attention and engagement is based on if they Know, Like or Trust you then they will respond better. I’ll be covering this next week
Not an issue if they do not yet Know you but try not to be over familiar. Keep your communications to the point. That way you can never come across as insincere and too ‘salesy’.
Tomorrow will cover another vital stage in the P.A.N.D.A Effective Relationships Process – finding out the Needs and Wants of your clients. A must-do BEFORE you start to tell them about your products and services.
If you would like a conversation on any subject related to helping you become better at client/prospect interactions, please do get in touch.
This afternoon I am mostly planting seeds, they help me relax and contemplate that the more love and attention you give the great the harvest you reap. A bit profound for me!