Talk Well With Anyone (Part 5)

Now-a-days, most of the business activities concentrate upon your way of presentation. That is why it is very important to you to speak with a business client. All you get is a few minutes and you have to impress them in that duration. You have to tackle this, something that seems to be a tall order, whereas the professions differ from business occupations in that they have definite codes of ethics which prescribe and limit the conduct of practitioners in the various contingencies likely to arise.
Sometime, you attend corporate presentations that simply left you cold. Or perhaps you’ve even delivered communications yourself and realized, in retrospect, that you really hadn’t got the measure of your audience and their needs. This is at best frustrating. At worst it is such a huge “turn off” that it can have a negative effect, or even produce an effect that is the exact opposite of the one you had intended.
Whether you need to communicate general day-to-day information or “big news” about major changes in your organization, the best communications start with some good planning.
The first step is to put yourself in the shoes of your audience. What do they need to know, and want to hear? What’s their preferred way of receiving information? What will stop them listening to what you have to say? And how will you know that they have got the message?
So there’s quite a bit more to good communications than preparing a good memo or presentation! This tool will help you through the preparation steps and so help you create an audience-focused communication plan that’s sure to get your message heard.
Good communication is very much like good marketing. You have a message (product) that you need to ‘sell’ to your customers. If they are going to ‘buy it’, you must package the message so that they can understand it and pay attention to it. You must make sure the value and benefit outweigh any downsides (the ‘price’ you are asking them to pay). And you must reach them through the right communication channels. Then, following the communications (promotion), you must be able to measure the effectiveness and how well the message is ‘bought’.
How to Speak with Your Business Clients and Always Win!
It is actually easier to speak with a client than with anyone else because of the fact that the pressure is less since both of you are probably well-versed in your areas and professional people looking for something that can interest both of you, it becomes easier to have the conversation. You can hold better conversations with them. You may consider the following:
1. Remember that clients like to speak a lot about themselves. They will want to tell you what they are looking for, how their business is placed, where you come in, etc. Give them a patient ear. In fact, ask questions to keep them going. It helps you overcome your nervousness in speaking with them and you know more about them, which means you, can review the deal in your mind.
2. Your clients will ask you questions too. Answering them is a good way to open the conversation.
3. Remember that the client probably needs you as much as you need them. You may have competition, but the fact that they have even considered an interview with you means that you have as good a chance as anyone else.
4. When you are speaking with them, speak directly about the business. This is the first thing that a business client likes to hear. The small talk can wait; you can get into that if you see things are warming up.
5. Speak about what you do because that’s what you know best. It also builds your confidence. When you are done, ask them questions that you think they would like to answer.
6. Do not lose your confidence even if the meeting gets rough. Many clients return even after bad meetings. The most important thing is that you keep your chin up and keep answering and asking questions.
7. Talk money afterward. Don’t bring it initially into the picture. When you have fully understood your role in the deal, the talk about money will start.
8. Keep smiling and keep listening to the client. Many times, this is what really works in clinching the deal.
The above suggestions may help to you to deliver and exchange your business talks fruitfully.
Be Happy – Talk Well With Anyone.