At last, business is nearing the (new) normal. Finally, you start revisiting clients. And usually, the first ten minutes of your visit you will be talking about the COVID-19 events that you have been through and the impact it has had.
Of course, this gets boring after a while.
But it gets more interesting if you realise that you can test the quality of your relationship with your client.
Want to know HOW?
In those first 10 minutes, you and your client are exchanging information in the COVID-19 situation. You make use of all kind of asking techniques. After those 10 minutes there are three different kinds of information you have collected:
Impact on the Business
If after this talk, you know the consequences for the business of the client and what actions he took:
Your client is a client
Action taken within the Business Impact
If after this talk, you know how the client took these actions, if they made mistakes, what they learned and what their core-vulnerability for the implications of the virus were:
Your client is enthusiastic
The enthusiastic client is open for up- and cross-sell
Impact on me as a Person
If after this talk, you also know how the client personally feels about the COVID-19 episode, if they let you in on their fears, anger or optimism.
Your client is a fan
A fan client is actively supporting you within his company and within his network.
Most of us, we subconsciously start talking about ourselves what the COVID-19 crisis mean for us. And for our business. To come to the next level of relationship with your client, you have to ask questions. Make use of powerful techniques and support him on the answers. By doing you give your client the confidence that you understand the problems, he was facing. And even what the personal effect was.
By doing so, you can create your fans.
You see; it’s not how smart our questions are. Its how well we listen and how open our questions are that determines the quality of our communication.
Do you want to know more of the power of subconscious impact, read IMPACT of Harrie van den Berg and Genieke Hertoghs?