Why Interest in Others Is Key to Attracting the Right Client

By Ann Elliott

what's your story
When I meet someone so enamored with his own verbiage that I cannot hear myself think, I remember my father-in-law.  His wisdom, “He likes to talk to hear his head roar,” comes to mind. Curious listeners make excellent conversationalists.  They also make good impressions at networking events, conferences and dinner parties. Incessant talkers send me to the other side of the room.  If that escape is not available, I retreat behind what I hope is a façade of feigned interest until I can make my get away—politely, of course.what's your story In a recent coaching session, my client, whom I will call Phyllis, does not feel confident about the kind of impression she makes at a professional events.  As a young professional on the rise, she is conscious about smart moves to advance her career. To her, the larger than life, engaged, animated and talkative ones seem to make progress faster. Perhaps. The next time you attend an event with people, plan to be a curious listener with these three tools: 1.  Listen to learn by asking questions:
  • What do you do professionally?
  • Tell me about your business or your work.
  • How did you get started in that field?
  • What do you enjoy most about it?
  • How did your company change to survive the Great Recession of 2008?
  • How would I recognize your ideal client?
2.  Listen to serve by taking action:
  • Introduce people to others at the event that can help each other
  • After the event, make a connection for people who could help each other
  • Follow up a conversation with an article that would be of interest to someone you meet
  • Look for opportunities to meet people you do not know instead of talking only to your circle of friends
3.  Listen to respond confidently with these elements: 
  • Your name and company name
  • Whom you serve, your ideal client
  • The problem your customer struggles with
  • What solution you provide to solve the problem
  • How the customer benefits from your solution to their problem
Instead of looking for an escape route, people are attracted to you. Spend your efforts being interested instead of interesting.  It pays dividends such as attracting the right client to your business.

© 2013 Ann Elliott All Rights Reserved

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Ann Elliott

Ann Elliott, founder of The Berkana Company, excels at leadership strategy

An expert at helping business leaders enjoy more profits and improved productivity with less stress, she blends fun and excitement with executive coaching and training to yield results for her clients.

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