Three Ways to Talk so Clients Listen
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People talk to you everyday-sometimes effectively, often times not. But when
it comes to business, you can't afford to not have people listen. If you want
your clients to really hear what you have to say, you have to know how to say it
in the most effective manner possible. In any given situation- business or
otherwise-a person's main motivation is, "What's in it for me?" That means
whatever you say has to be geared towards answering that very question for your
listener.
If you're ready to get your point across and be heard, read on to find how to
use a client's self-interest to your advantage and talk so they really listen.
1 .Preparation
A great sales pitch or presentation always starts long before the client
arrives. No matter what you're selling, no one's going to buy it if you don't
know your stuff. Preparation is key: you have to know what you're talking about
if you want anyone to really listen. Of course , just what kind of preparation
will depend on the nature of the material you're presenting, but remember that
going the extra mile here will make clients take notice later.
When preparing for any kind of meeting or presentation , take time in advance
to go over all the material you're talking about. You should know the topic
well, and have plenty of specifics to use for examples. It can also help to
consider beforehand some of the questions that clients might ask. Anticipating
their needs will help you be able to answer queries quickly and effectively.
2. Presentation
Next , no matter what you're talking about, how you present it has everything
to do with how well clients will listen. Anyone adequately prepared can talk for
hours-but part of your planning should be how best to present the given
material. Decide before you begin just what kind of examples to use, or if there
are any ways you can enhance your presentation with audio-visual material,
pictures, or illustrations.
For big presentations, you'll want to practice in the mirror or for friends
to make sure you're getting the key points across. To be more effective on a
daily basis with all your clients, think of what you say as "mini"
presentations. Start by examining your speech for little words like "um" and
"ah" that weaken the effect of what you're trying to say- you'll be amazed at
how much more attentively people listen.
As well, take the time to make sure you're well presented: business dressed ,
on time, and polite. Remember that your presentation isn't just what you say-
you're a whole package, and how you present yourself needs to reflect that.
3. Passion
Finally, the key to talking to clients is conveying to them your passion. If
you're passionate about something, it comes through in the way you speak, in the
way you hold yourself, it even shows on your face. There's no amount of
preparation or presentation skill that can make up for a lack of passion for the
topic or proposal at hand. The most effective speakers are the ones who combine
topic or proposal at hand. The most effective speakers are the ones who combine
all three in a way that makes people sit up and listen. The trick is to find
your own personal balance and make your passion come through above all else.
So what if you're not passionate about the material? We've all done jobs we
didn't like at one point or another, but you find a way to be enthusiastic and
energetic about what you're doing by appreciating other sides of it. Getting
passionate about something may only mean shifting your point of view. Always try
to see things from the client's side, in order to understand just how what
you're doing would benefit them. They'll really hear what you have to say when
you make it vital and important to them-that's where your passion should lie.
Remember always that a good talker is also a great listener, and take the
time to listen carefully when your clients talk. Take care to keep the client's
interest in mind and you're on your way to always talking in a way that makes
people listen.
Preparation, presentation and passion- three simple concepts that when used
correctly can make you a great speaker. In private and public life these
principles apply, and if you look closely at any of the successful people in
your life, you're certain to find them in action. If you prepare in advance and
take the time to present yourself and the material well, your passion will come
through, and that's when people really listen.
About the Author
Robert Moment is an innovative small business coach and author. Robert
specializes in teaching entrepreneurs how to start a small business that profits
and grow. Visit
http://www.howtostartyoursmallbusiness.com and sign-up for the FREE Small
Business Coaching 7 day e-course.
