Using Empathy and Energy to Grow Your Business - Brenda Kinsel E.T.C.
I was out to dinner last week catching up with a couple of girlfriends. My big news was all about hosting our first ever Monthly Marketing Bundle Professional Retreat here in Sonoma in mid-June.
Since we were all going to be together live and in person, the MMB members requested a live demonstration of my first appointment with a client. I believe in having Clients for Life. That first appointment is the most crucial step forward in building a relationship full of trust.
Style Squared is my signature training for image professionals wanting to learn a step-by-step way to work with clients and build their business. Many of the MMBers have taken that course so they were excited to see me in action and get a review of the distinct steps in that appointment.
I did my demonstration in Uber Optics, a great eyewear boutique that I bring my clients to. Nancy Billings Revis, the owner of Uber Optics welcomed our large group into her store on a Sunday and was a wonderful hostess.
It’s often hard to put into words what happens in that appointment as it’s so layered. I loved getting her feedback.
My uncle had a very successful career in broadcasting-both radio and TV-and was awfully proud of the national and international media attention I’d gotten through the publication of my books. I loved any opportunity to talk to him.
It was his opinion that you need to listen to your customers, deeply. They need to know you have empathy for them. Once you “get” them (and they know it), you need to demonstrate that you have the energy to help them with their problems or concerns.
What he said resonated so completely for me. As successful consultants, we need to have an “understanding of another’s situation, feelings and motives.” (a definition of empathy from The American Heritage Dictionary). How do we get that understanding? We listen twice as much (or more) than we talk so we can really hear what our clients want and need from us.
Wow, another piece of great feedback and confirmation that empathy and energy is key.
Is “empathy and energy” a strong component of your consulting business? I bet it is. Do share!
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