Big Ideas

Listen Harder

The majority of us don't just want to be heard; we want to be listened to. We want our thoughts, ideas and feelings acknowledged by others. But enough about us. What's in it for the listener?

Plenty. A good listener is better able to build strong interpersonal relationships, which can lead to a more fulfilling life. If that's not payoff enough, consider what effective listening can do for your business.

When opportunity knocks, it doesn't always make a big bang. Sometimes it makes a gentle tap. Approach your sales calls with the sole intent of hearing the bang and you'll likely miss the gentle taps. Approach with the intent of listening, however, and the taps will come through loud and clear.

One of our clients, a mortgage specialist, put this idea to work. Instead of switching off when he heard a committed "No," the company's marketing manager listened to the explanation. As a result, he found himself engaged in conversations that a) revealed potential sales opportunities for the future; and b) strengthened the interpersonal relationship that would help seal potential deals.

Insights from these conversations were then fed into an automated process that prompted the marketing manager to contact these warm prospects at relevant times, with relevant information. This reinforced the fact that he had been listening and nurtured the relationship further.

Whether you choose to use internal tools to self-manage the valuable insights that arise through conversations or opt to have an automated process custom-designed on your behalf, make a point of listening to your clients and putting today's findings to work so that you can reap greater success tomorrow.

Need a hand putting this humble notion in motion? Contact us. We'll help you pay attention to the gentle taps that could potentially transform your business.

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