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Psychology 101
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Today’s tip is to put yourself in a client’s or prospect’s shoes for a few minutes, and to analyze the psychology associated with each type of contact you have. What is he or she feeling, when:
- Answering your call for the first time, or hanging up when your call is finished?
- Waiting for you to walk in the door for your first meeting?
- Reading your proposal for the first time?
- Opening your invoice?
Make a list of every contact you typically have with your prospects and clients, and then analyze all contacts through their eyes. Do what you can to identify the negative reactions they may have, such as foreboding, when opening an invoice envelope, and find ways to avoid creating those negative feelings.
Also identify the positive reactions your prospects and clients have from their contacts with you, and increase or add to those positive reactions.
Every contact can potentially increase or decrease the strength of the relationship that is so critical to your success. Analyze all of them carefully, and the value of your relationships will increase.
Have a great week!
Gill
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