There has never been a better time to build your business than now, but you need to get back to understanding how to communicate effectively, not only efficiently, with people and clients .Too many advisers think that sending an email or an electronic newsletter does the job of staying in touch, and maybe so, but I see this as a start at best.
What is the most important task you undertake on your way to your office, or meeting? For me, it is visualising how I build and enhance trust.
Have you ever attended a meeting and thought it has been a waste of time? Or, quite the opposite, that it was very good? Why is this so?
Essentially the main reason is in the preparation and understanding of the purpose of the meeting and alternately the outcomes.
In my previous article I discussed the importance of non-verbal communication such as proxemics haptics and so on. These important skills are paramount in the engagement process with prospective clients. Impression management is another critical area of relationship building.
Have you ever watched someone try to say something with their hands, eyes, or voice and it appears to be very different to what they think they are conveying?
There are a number of things practice owners should do to ensure their clients are looked after through the process of selling their practice, writes Jim Taggart
No More Practice Education Pty Ltd
Level 1, 10 Shelley Street, Sydney NSW 2000
