Listening to your clients…

When a new enquiry comes in it can be very tempting to jump in and try to sell them a full range of products and services before you have actually listened to their requirements.

  The art of listening is what will truly bring you the most trust and respect from your clients.

Really delving into the nitty gritty of what is important to them and being honest if you cannot supply the exact match.  You may find that they know there is no exact match but they are willing to go with the nearest product that will cover most of their needs with a company that can work with them and honestly help in their objectives.

Top tips:

• Ask core questions about their aims, desires and essential requirements.
• Generate a clear vision of what they are looking to achieve and how.
• Listen to their concerns, thoughts and perceptions.
• Think about the above and if it fits with your company ethos, aims and desires.
• Be brutally honest if it looks like you will be singing off “two different hymn sheets”!

Listening to your clients in the right way will ensure that you do not over estimate their budget, their requirements and their level of commitment from you.  Think of the long term game – so many companies make the mistake of short term wins.  A client who is happy will more than likely come back to you in the future, recommend you to colleagues and even shout about you on digital media! 

Remember how important that new lead can be now, in the future and to your reputation – Don’t exploit it.