If you only do one thing to get clients or customers to say “WOW,” make it this one.
Suppose you are an accountant or lawyer. You’ve got to do what other accountants or lawyers don’t do and you may think that’s not easy… but it is. You see most people believe the only time they hear from their accountant or lawyer is when they want something.
So, if you want to make yourself memorable in the minds of your clients…
Ring them when you don’t want anything.
You achieve that by simply setting aside some time each day to ring a client you don’t need to ring. It’s best to phone either first thing in the morning or last thing at night before or after normal office hours.
Pick up the phone and ring Mary Bloggs. When she answers you say “Hi Mary this is Jim Smith” (now of course if your name isn’t Jim Smith you use the correct name.) You go on and say “I’m just ringing to ask how’s things?” then you pause and let them respond.
They might say “Gee this is going to cost me money” or “Haven’t you got anything better to do?” to which the answer is always “No, I’m just really ringing to ask how’s things.”
And that’s fantastic because they’ll start to tell you.
In this busy world we are so interested in ourselves that we forget to show our interest in our clients, customers or patients as individuals. It’s most important that, once they start to talk, we listen and ask the “W” questions.
Rudyard Kipling said:
“I keep six honest serving-men.
They taught me all I knew.
Their names are What, Why, When, How
And Where and Who.”
Using these words to ask questions about another person will always get them talking and soon they will be boring you to death as they talk about their favourite subject— themselves.
Everybody believes they are the most important person in the world. Get people talking about themselves and they are going to talk about a heck of a lot of things. In fact they’ll talk so much that they will probably give you a referral or two or even some more business.
Want to learn more? Buy Winston’s downloadable discussion on the “How’s Things?” call here.
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