Listen Up!

Here we are in the new year of 2007. Already, as I get back into the swing of things my attention has been brought back to the basics!

In the last little while, I have participated in group discussions on Cold Calling (thanks to the In Touch Networking Group), Using Tact when working with non-paying customer (thanks to Homepreneurs), as well as How Best to Present Your Job Search (while networking at various events) at Job Search Networking. All of the above require one common element. Know who you are talking to.

So how do you do that? Nothing is absolute but you can do your best by listening with both ears. Know who you are calling and what their needs are. Nobody wants to listen to another pitch for another widget. Speak to their goals; usually a better bottom line. When a customer is looking for free advice, clarify their goals, assess (briefly) where they are going, offer some advice demonstrating your expertise and why there is value in your service thus turning it into an opportunity for your business. When in a job search, be sure the person you are networking with shares a technical or corporate background in your area of expertise or within the industry you hope to regain employment. Chances are, you're conversing in a different context than job search, it may take a while to get the cues to introduce your job search. Listen, ask questions, listen, listen, listen.

Listen to what they aren't telling you. I'm sure I'm not the first to say this however, it takes skill to listen actively and not just about the words coming into the conversation. We are smart creatures and most of us know about the SALES monster in all of us. We always put our best foot forward. The key is asking the right questions and paraphrasing to see that we've captured the details right. I think a receptionist test could be a gauge for successful people. Picture a desk in the middle of an entrance. Add a receptionist, perfectly composed, professional smile; totally comfortable. Add 6 phone lines; three ringing. Enter delivery man with package requiring signature. Add someone looking for directions. The capability of a good receptionist to direct phone calls (correctly!) and in sequence with the distraction of human traffic, and physical movement (signing for the package) while maintaining composure and corporate image is amazing!

Focus is everything; being able to listen while others buzz around you takes skill. Focusing on a discussion will not only enable to learn about another but will assert your commitment to them as a person. We all like to talk about ourselves but not everyone can do it at the same time. I'm willing to bet that once you have clearly listened to the other person, you'll get your turn too.


Nimbly yours,

JCM