Do you listen to your clients’ needs carefully?
Bob’s mother had three children. The first was called April. The second was called May.
And the third was called…?
A few years ago, I used this riddle as the opening to my presentation about paying attention to how we listen. When I paused for the audience to reflect on the answer, one brave woman called out: “June!”.
I paused a bit longer, then continued: “If you said it was June, then the good news is that you’re one of the majority. However, the bad news is: you’re wrong! The correct answer is Bob.”
The resulting muffled groans and guilty laughs that followed from the audience confirmed the point. Listening is not about hearing and speculating. It’s about paying attention to the facts.
The importance of listening to your clients’ needs
Although my experience was not work-related, I’m sure that you can relate to this. No doubt you like to check the fine details of clients’ needs and service agreements carefully so that you don’t make any expensive mistakes.
Sometimes careful listening or the failure to listen (by either party) can determine whether or not a working relationship can be formed.
Sometimes the above will determine whether or not you attract your ideal client.
That is why your website must reflect the fact that you listen to your prospective clients’ needs.
How is this possible?
How to listen to your clients’ needs effectively
It’s likely that you already have a screening system for your prospective clients. Some service professionals schedule an initial consultation. Some send a questionnaire to be completed and returned. Some do both.
Whatever system you use, make sure that this is very clear on your website. Seeing this alone may assure some prospects to feel that they are being listened to already. And when you are presented with the opportunity to engage, this will be an excellent opportunity to really LISTEN.
What is he or she REALLY saying?
What is he or she NOT saying?
Take a true interest in your clients. And REALLY listen to your clients’ needs, carefully.
And don’t forget. Some of your future clients may be your current blog readers.
So ask yourself: “What do people really want to read on my blog?”
Take the time and effort to research, then adjust your website and content to their needs.
What works for you and your clients? What stories would you like to share?
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