Stop and Listen: Getting To Know Your Clients

Active listening is a skill not many people possess. The truth is, we don’t care about things that don’t have to do with us. We have limited brain space for those that don’t share our blood line or hold the prestigious title of husband or wife. Even then, we can kind of suck at it.

How many times have you had a lengthy conversation with someone new, only to realize that you have no idea what their name is? Happens to me all the time. Hell, most of the people reading this post probably don’t remember my name (it’s ok, scroll up.)

This isn’t to say that everyone sucks at listening. Some people do. Some people really suck at it.

Most folks hover somewhere in the middle. Not great, but not awful. Nobody’s perfect.

Now, take a step back and think about your personal experiences. How do you feel when someone remembers your birthday? How about when someone asks about your kids? Doesn’t it feel good when someone asks how your trip was or shows a genuine interest in what you did over the weekend?

It feels incredible to know that someone has logged space in their brain just for you. It creates a connection to that person that is hard to explain.

Take every opportunity you can to get to know your client better. Take advantage of the silence. Ask questions while you wait for the start of a conference call, invite them out for a coffee, listen to what they are saying. If you take a genuine interest in your client, they’ll take a genuine interest in you and the partnership.

Remember, it’s not gamesmanship. It’s listening to and understanding your client. Sharpen your active listening, practice your conversational abilities, and find ways to remember what you learn. The knowledge you gain will be worth more than you know.