4 answers
2
Questions
Asked
2080 views
How do I manage communications when talking to a cilent?
Just a quick tip
Login to comment
3 answers
Updated
Rafael’s Answer
Hi Sunny,
When engaging with clients, remember that active listening and empathy are your secret weapons! Tune into what they are saying, throw in some clarifying questions if you need to, and genuinely show you care about their concerns. By stepping into their shoes, you can address solutions that really could help, keeping the client happy and the trust flowing. This not only makes for awesome communication but also lays down a solid path for a great client relationship!
When engaging with clients, remember that active listening and empathy are your secret weapons! Tune into what they are saying, throw in some clarifying questions if you need to, and genuinely show you care about their concerns. By stepping into their shoes, you can address solutions that really could help, keeping the client happy and the trust flowing. This not only makes for awesome communication but also lays down a solid path for a great client relationship!
Updated
Jerry’s Answer
Sunny,
Nice answer above for sales reps, but I'll assume you're meeting a PR client that your agency represents.
Do your homework in advance. Know the company's history. Look up your client contact on LinkedIn. It's fine to send him/her a connection request IF the firm is already a client. If the company is a prospect for your PR agency, it's fine to look up the contact's name, but personally I would not yet send a connection request. That the person will know you looked them up is not an issue. They'll know you're doing your due diligence. In each case, you may also find that you and the client contact share something(s) in common, which can help with conversation during your meeting.
I will assume for this answer that the client has a product or service your PR agency will publicize. Know the client company's product line, and focus on which product or service your agency may be supporting. For example, in my time with Addeo & Associates, we represented one of RCA/GM's semiconductor subsidiaries but not the entire RCA/GM product line nor their company publicity. So I focused on analog to digital converter technology, not, e.g., televisions.
Know who the company's competitors are and which companies have competitive products and how they stack up against your client's products (if that is germane). Try and research what the future may hold for the product. Perhaps you may find something new/interesting about which even the client is unaware.
Dress professionally. Sport coat and dress pants. Shine your shoes; get a heel guard if your shoe's heel is rounded off. I stopped wearing a tie at some point in my PR career but always had a starched shirt beneath the sport coat. Prior to an in-person meeting go to the bathroom, check your teeth and your clothes for anything unsightly. Be prepared to take notes on whatever device you use. I'd sometimes bring a bottle of water and simply asked if the client minded. They never said no. Sometimes you'll end up taking off your sport coat if the meeting gets a bit casual. (Can't answer here for what a woman might do, sorry!) Firm handshake and always make eye contact.
That's about it from my end. Hope this helps. Good fortune to you, Sunny.
Nice answer above for sales reps, but I'll assume you're meeting a PR client that your agency represents.
Do your homework in advance. Know the company's history. Look up your client contact on LinkedIn. It's fine to send him/her a connection request IF the firm is already a client. If the company is a prospect for your PR agency, it's fine to look up the contact's name, but personally I would not yet send a connection request. That the person will know you looked them up is not an issue. They'll know you're doing your due diligence. In each case, you may also find that you and the client contact share something(s) in common, which can help with conversation during your meeting.
I will assume for this answer that the client has a product or service your PR agency will publicize. Know the client company's product line, and focus on which product or service your agency may be supporting. For example, in my time with Addeo & Associates, we represented one of RCA/GM's semiconductor subsidiaries but not the entire RCA/GM product line nor their company publicity. So I focused on analog to digital converter technology, not, e.g., televisions.
Know who the company's competitors are and which companies have competitive products and how they stack up against your client's products (if that is germane). Try and research what the future may hold for the product. Perhaps you may find something new/interesting about which even the client is unaware.
Dress professionally. Sport coat and dress pants. Shine your shoes; get a heel guard if your shoe's heel is rounded off. I stopped wearing a tie at some point in my PR career but always had a starched shirt beneath the sport coat. Prior to an in-person meeting go to the bathroom, check your teeth and your clothes for anything unsightly. Be prepared to take notes on whatever device you use. I'd sometimes bring a bottle of water and simply asked if the client minded. They never said no. Sometimes you'll end up taking off your sport coat if the meeting gets a bit casual. (Can't answer here for what a woman might do, sorry!) Firm handshake and always make eye contact.
That's about it from my end. Hope this helps. Good fortune to you, Sunny.
Updated
Eric Scott’s Answer
When a salesperson meets a new client, good communication is crucial for building a connection, understanding their needs, and closing the sale. Here are some simple tips for effective communication:
1. First Impressions Count
Be Professional: Dress well and stand tall.
Greet with Confidence: A firm handshake, eye contact, and a warm smile make a good start.
Use Their Name: People like hearing their name in conversation.
2. Build Rapport
Find Common Ground: Small talk can reduce tension and help you connect.
Match Their Energy: Mirror their tone and speed to make them comfortable.
Be an Active Listener: Nod, repeat their points, and ask questions to show you're engaged.
3. Understand Their Needs
Ask Open-Ended Questions: Encourage them to talk about their challenges and goals.
Use the "Why" Strategy: Dig deeper into their issues to find out what truly matters.
Listen More Than You Speak: Aim to listen 70% of the time and talk 30%.
4. Present a Solution, Not Just a Product
Tailor Your Pitch: Link your product or service to their specific needs.
Focus on Benefits, Not Just Features: Explain how it makes their life easier, not just what it does.
Use Stories and Examples: Share success stories of others who benefited from your product.
5. Handle Objections Smoothly
Stay Calm and Positive: Don’t argue; acknowledge their concerns.
Reframe the Objection: Show how your solution addresses their worry.
Use Testimonials and Data: Provide evidence to support your claims.
6. Close the Deal Confidently
Look for Buying Signals: Nods, detailed questions, or excitement may mean they’re ready to buy.
Give a Clear Next Step: Be clear about what happens next, like signing a contract or scheduling a demo.
Create Urgency (Gently): Limited-time offers or exclusive deals can encourage faster decisions.
7. Follow Up
Send a Thank You Message: A simple thank-you email or message keeps the relationship positive.
Check In, But Don’t Be Pushy: Follow up if they haven’t decided yet, but respect their timeline.
Maintain the Relationship: Even if they don’t buy now, a good connection can lead to future sales or referrals.
1. First Impressions Count
Be Professional: Dress well and stand tall.
Greet with Confidence: A firm handshake, eye contact, and a warm smile make a good start.
Use Their Name: People like hearing their name in conversation.
2. Build Rapport
Find Common Ground: Small talk can reduce tension and help you connect.
Match Their Energy: Mirror their tone and speed to make them comfortable.
Be an Active Listener: Nod, repeat their points, and ask questions to show you're engaged.
3. Understand Their Needs
Ask Open-Ended Questions: Encourage them to talk about their challenges and goals.
Use the "Why" Strategy: Dig deeper into their issues to find out what truly matters.
Listen More Than You Speak: Aim to listen 70% of the time and talk 30%.
4. Present a Solution, Not Just a Product
Tailor Your Pitch: Link your product or service to their specific needs.
Focus on Benefits, Not Just Features: Explain how it makes their life easier, not just what it does.
Use Stories and Examples: Share success stories of others who benefited from your product.
5. Handle Objections Smoothly
Stay Calm and Positive: Don’t argue; acknowledge their concerns.
Reframe the Objection: Show how your solution addresses their worry.
Use Testimonials and Data: Provide evidence to support your claims.
6. Close the Deal Confidently
Look for Buying Signals: Nods, detailed questions, or excitement may mean they’re ready to buy.
Give a Clear Next Step: Be clear about what happens next, like signing a contract or scheduling a demo.
Create Urgency (Gently): Limited-time offers or exclusive deals can encourage faster decisions.
7. Follow Up
Send a Thank You Message: A simple thank-you email or message keeps the relationship positive.
Check In, But Don’t Be Pushy: Follow up if they haven’t decided yet, but respect their timeline.
Maintain the Relationship: Even if they don’t buy now, a good connection can lead to future sales or referrals.