Getting to Know Your Client (continued)

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4. “Stoop” to your client’s level. One thing that I found that has helped me is that I try to “stoop” to the level of my client, and that might mean stooping higher, not lower. For instance, if they come in dressed for business and their air is very business-like, I go down the path of propriety until the conversation hopefully loosens a bit where you can find (Getting to Know Your Client, by Dave Michalak cont.) out more about your client without feeling like you’re prying. If, on the other hand, they are informal (or in some cases, VERY informal), make a move of some kind to relate on their level. If they come in wearing tie-dye, then perhaps the conversation might morph into reminiscences of college days or other days gone by. If they are seniors, I try to relate by keeping in mind issues important to seniors. With kids, I try extra hard to relate to them, for making children comfortable scores points with both kids and their parents.

And that is the goal, when you get right down to it—to score points. You shouldn’t be ashamed to feel that way, because it’s not meant in an egotistical or self-centered manner. It is meant as a compliment to your abilities in getting to really know your clients so that the next visit is even better than this one, and their trust ultimately equals more business and success for you!

To sum it all up….Get to know your clients by sharing a bit of yourself with them, and in turn they will share themselves, and their business, with you!!

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