…and start talking to the heart.
If you want to be heard, you need to form an emotional connection.
For example, my husband and I were deep in conversation. He gets up and walks into the kitchen to make a cuppa, while I am still in the lounge in the middle of a very important point. I complained about it and asked him to come back into the lounge room because it was a serious conversation and I needed to see his body language to know how he was reacting to what was being said.
He resisted and I had to explain my position. With a wall between us I felt the relationship was cut off. There was no engagement and no respect in the relationship.
Isn’t this what it is like when we are bombarding our potential clients with the opportunity to do business with us or with our key messages, but we have neglected to connect with where they are at and what is most important to them?
It’s like we have a machine gun and we are just shooting as many bullets as possible out there, just hoping to hit something because it’s all in the numbers, right?
Wrong…well, technically it is right. If you talk to enough people you will find those people that are interested. However, if you take the time to really hone in on those who you can make an emotional connection with, the chances are far greater that they will want to buy from you. And in the long run, the whole relationship is so much on point from the get-go.
You see, we can have an agenda. But unless we are willing to set our agenda aside for a few moments and hear about potential client’s agenda or our potential audience if you are writing a book or are a public speaker, there is no relationship. It is like my husband wanting to talk to me through a brick wall. I can’t hear him properly for starters and it breaks all connection visually. Consequently, 90% of the communication is lost.
So my suggestion is that you get to understand your potential clients first, then offer them your services second.
And the ways that you can do this are:
1. Surveys – Survey Monkey or Typeform online
2. Focus Groups – Gather and ask questions
3. Offer the opportunity for a meet and greet
4. Create easily identifiable opportunities for feedback
5. Research current trends
6. Group forums online – Facebook groups, etc, where you can ask questions and find out what people really think about topics of importance.
If you have a burning question that you would like answered that relates to Business Communications or Publishing, join me on Facebook on Mondays at 10:00am and ask the question.