In “Death of a Salesman”, Author Miller narrates how Willy Loman wishes to be like Charlie. Willy complains to Linda about how he cannot stop talking too much. “Charlie’s a man of few words, and they respect him”. He concludes.
Communication is not about how much you say, but how well. In the world of business where networking is key, mastering the act and art of conversation is vital. It is not just about turning up, you need to mingle and engage your client wisely.
You may be the world’s foremost authority in your field but you equally need to think in terms of the “conversation version” of you-That is the person your clients will find warm and interesting.
Here are 5 tips to keep in mind.
1. KNOWLEDGE IS POWER: Before you set out to meet your client, be informed about them and what they do. In order to develop a lasting relationship with your client, you have to begin with fruitful business interactions. When you do your background work, you are likely to establish a good ground for a friendly and lasting business relationship.
2. PLAN AHEAD: When it comes to business conversations, you must have a master plan, except when the meeting is impromptu. If you don’t have a plan, stay in the car or better still, stay at home! When you fail to plan, you plan to fail! A conversation without purpose is a waste of man hour. Know your products and services very well and be ready for a rewarding conversation.
3. BREAK THE ICE: It begins with simple words such as ‘Hello’. You can move on to say your name. This alone is sure to get the ball rolling. You may turn to news headlines for support. But do not exceed the safe zones. In other words avoid issues that may cause disaffection. They include religion, politics, race and sex. This may vary with people and region. Again, you can start a conversation with a compliment, it goes a long way. Identify something you admire about the other person, say it and mean it.
3. LESS IS MORE: Keep your comments brief. By talking less, you can avoid missing key signals. Strive to balance advocacy with inquiry. In as much as you want to impress, your goal should be to get the prospect to start talking. Therefore, ask open-ended questions. This enables you to find out lots of surprising data to generate sales and consolidate on being the best provider for them. Nonetheless, let the conversation flow naturally. The best conversation happens when you are really being you.
4. BE EMPATHETIC: Remember, “No one cares how much you know until they know how much you care.” Avoid selfish behaviour and mannerism. Learn how to make the other person comfortable even while starting a new conversation. Be sensitive and positive. Remember your business etiquette and stick to it. Be conscious of your client’s body language and yours too. Reinforce your genuine interest by maintaining eye contact.
A conversation is not just about talking, it is more about active listening and building synergy. Ensure to consider time and space because, a noisy environment can be distracting and frustrating.
With focus and practice, you can learn how to have a great conversation in your next business meeting.
CHIAMAKA BOBBY-UMEANO
