The Secret to Running a Successful Business
The Secret to Running a Successful Business is…
BEING A GREAT COMMUNICATOR!
In this article, we are breaking down with a 4-step process exactly how to successfully communicate with your clients (or potential clients) every time.
STEP 1: Go Into Their Vision
If someone is looking for a contractor to build a deck, many contractors will come into their home and analyze their deck. They will start by asking questions like this, "what kind of wood are you looking for?" or "how big would you like the porch to be?" or “what is your timeline and what is your budget?”
This is a big mistake. The reason is that all of these questions focus on the deck, not the prospect. The deck does not have money or a voice, but the people who are hiring you DO! They are the ones that will be making the decisions. So, what should you do? The first thing to do is go into their world first. Ask these types of specific questions that allow you to understand your client and their needs…
How many people do you plan to have on this deck?
Why do you want to build a deck?
What kind of experiences are you trying to create with this deck?
You don't need to go into sales mode right away. They aren't hiring you just to bang nails into planks of wood. They want you to build the ideal deck that they have in their mind.
STEP 2: Keep It Simple
Don't bombard your clients with your knowledge of construction. The last thing your clients want to hear is you telling them what they need and don't need. That is just you trying to be interesting. However, being interested in them will serve you much more. Take some time to understand what your client wants. Better yet, take some time to get to know your client outside of your construction project. Learn a little about their passions, hobbies, family. This will help them trust you and make them feel more comfortable about hiring you.
STEP 3: Build a shared reality
This is commonly referred to as building rapport. Point out the things that you have in common. Do you both have kids? Are you from the same home town? Do you share any hobbies or passions? A client is much more likely to remember you if you can connect with them on a personal level.
STEP 4: Verify that you understand them accurately
What they say and what you hear are often times very different, because people think very differently. Make sure to go back and confirm that you heard them correctly. Ask for clarification until you completely understand your client.
Do you like what you are learning? Look for our next article that takes a deeper dive into being a better communicator called, “How to Make a Sale with this Simple Concept.”
