Trust is the foundation of any relationship, and when your business is relational, it’s essential to creating a successful business. When you’re clients trust you, they’ll refer you to their family and friends. While there are many ways to build trust with your clients, one of the most underrated ways is listening. Here’s why:
1. You’ll show them you respect them. When we have conversations with people, we may become so consumed by what we’re going to say next that we don’t fully listen to what the other person is saying. When you listen, you’ll stay present and engaged in what the other person is saying, and you’ll show respect. You’re not only hearing what they’re saying, you’re also taking in body language, tone of voice and more. You’re also respecting them enough not to interrupt.
2. You’ll make them feel important. Focus your attention on other person and resist the urge to become distracted by what’s going on around you, your phone or anything else that is fighting for your attention. Being present makes the other person feel important, and in a time when we have a shorter attention span than a goldfish, it’ll set you apart from your competition.
3. You’ll learn how to serve them better. When you connect with your clients, listen for things they may mention, such as a leaking roof, overgrown shrubs, paint, etc. This gives you the opportunity to show you paid attention by connecting them with someone from your network.
4. You’ll allow them to express themselves. Sometimes people need to just vent their frustrations, particularly if they’re dealing with a setback with the transaction they’re involved in. Tense situations can make both parties involved feel frustrated and defensive. But, if you listen—without interjecting or becoming defensive—it’ll allow the other person to diffuse their anger. They’ll feel as if they’re heard. Use reassuring language when addressing them and write down their points so you can find solutions afterward.
5. You’ll show your skills as a consummate professional. Amateurs need to scream “look at me!” while professionals don’t seek attention, they focus on others, listening to what they have to say and finding ways to fill their needs.
Referral Maker CRM can help you serve your clients. After you’ve conversed with your clients, update their information in CRM. If they’re a new client, remember to add them to your database and begin sending them monthly marketing materials each month and stay in contact consistently to help build the relationship. Visit ReferralMaker.com to learn more.