Connect Emotionally With Your Prospective Clients…

Inspired from an article by Rain Today.

It’s important in all business situations to help people feel seen, valued, and understood.

Here are four areas to focus on to help your prospective clients feel good about buying from you:

  1. Connect – You want your prospective clients to know that you are on their side trying to help them. Be genuine and curious about them. Ask questions about their business needs and be interested in them personally. Build rapport and trust.
  2. Collaborate – Invest your time and attention into getting something done with and for them. Prospective clients want service providers to collaborate with them. They appreciate being involved and will buy from you over your competition if you engage them in the process.
  3. Respect – You want buyers to know they are important. Respect their role and any level of seniority, education, and expertise.
  4. Value – Prospective clients want to contribute to the buying process in a valuable way.

This is an illustration that Rain Today recently posted:

You have an incredible opportunity to help your prospective clients feel good throughout the buying process with you. Stay present and focus on connecting, collaborating, respecting, and valuing them as professionals and as individuals. Go Grow!

Are You Ripping Or Weaving The Fabric…

Inspired by reading David Brooks: “The Second Mountain”

If you are ripping the fabric, your business development efforts will not be effective. If you are weaving the fabric, you’ve got a better chance. So what the heck is this fabric? It is the people, organizations, beliefs that knit us together. Within our teams, individual organizations, industries, etc., we are granted the opportunity to be weavers instead of rippers. The fabric is not woven by leaders from above. It is woven at every level, through a million caring actions, from one person to another. It is woven by people fulfilling their roles as good teammates, colleagues, and partners.

When I treat another person as if he were an object, I’ve ripped the fabric. When I treat other person as an infinite soul, I have woven the fabric. When I lie, abuse, stereotype, or traumatize a person, I have ripped the fabric. When I see someone truly, and make them feel seen, understood, and known, I have woven the fabric. When I accuse someone of something without evidence, I have ripped the fabric. When I disagree without maligning motives, I have woven it. The fabric is created through an infinity of small moral acts, and it can be destroyed by a series of immoral ones.

Relationships do not scale. They have to be built one at a time, through patience and forbearance. But norms do scale. When we take the time to create caring relationships, and do so repeatedly in ways that get communicated to others, then norms are established. I ask you: what are you doing in your own personal and professional lives, within your team, within your organization, within your communities, to weave rather than rip our fabric? What are we building, moment by moment, choice by choice – to get to where we want to go: individually, as a team, as an organization, and an industry, and as a society?

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