Business Development ‘Gladiators’
– Triggering the real YOU!
Part – IX
Professional Attributes to become
awe-inspiring Business Development Gladiators!
Welcome
back to my world!
In
our previous journey we had talked about how important it was for BDEs to
carefully plan and prepare before they decide to meet their clients. This, as
explained earlier, would make that big difference between embarking on a very
long term relationship with your client or being shown the exit door!
On
this journey, we will explore the next two Professional Attributes: The
Introduction and Probing.
The Introduction:
This
is when you get to meet your client for the first time. Needlessly to say, the
Introduction is the first step towards building up a relationship with your
client and needs to be taken very seriously. You will be trying to traverse a
ground that you will have to finally shape from initial familiarity to bold
professional bondage. And this depends majorly on how well prepared you are to
meet the client (refer previous blog: Part VIII).
Please
don’t ignore the old saying: The first impression is the last impression! If
you are unable to impress your client in the very first few moments of your
meeting, it could well end the relationship permanently. Here are a few hints
to impress:
1. Attire: Do not where any attire that is remotely
outlandish. You aren’t headed for a party! Wear simple business outfits that
enhance your image as a professional. Your face is the first thing your client
is going to see. Keep your hair combed back neatly; your eyes warmly expressive
and wear a broad reassuring friendly SMILE!
2. Body Language: Don’t meet your client with a
put-on swagger or looking like you’re just about to enter a boxing ring! Walk
up to him with measured, unhurried steps steeped in confidence. Shake his hand
warmly while introducing yourself. Hand him your business card. Look into his
eyes when speaking to him and not furtively around the room. Wait till he
requests you to sit down. Don’t grab a chair right away. And don’t forget that
SMILE!
3. Conversation: Don’t attempt to get sociable immediately.
Don’t rush it. If your conversation is well measured, it will eventually
happen. Instead, briefly tell him about yourself and the work you do. Be
precise. You are not about to write a lengthy essay. Eventually introduce him
to your organization and then let him begin asking the questions. Let him do
most of the talking hereafter. Don’t forget: you are a solutions provider and
unless you don’t discover what your client’s challenges are, you will not be
able to offer solutions. So it’s imperative you train yourself to be a GOOD
LISTENER. And keep occasionally SMILING!
4. Respectful: This is important. Always give your
client a strong feeling of respect for who he is. Everyone warms up when they
are respected for who they are. Self-Respect is something that naturally exists
within all of us and we unconsciously need it never to be insulted. Disrespect
can switch a positive relationship to a negative one as quickly as you could
snap your fingers!
Once
you have positively introduced yourself and your organization and are enjoying
a good conversation with your client it is time to begin to probe.
Probing:
Many
BDEs believe that probing is an art. I don’t think so. As human beings we are
naturally inquisitive and hence good ‘probers’! So what is ‘arty’ about it? But
yes, we need to be cautious in terms of how much to probe by curtailing our
levels of inquisitiveness as we proceed probing our clients. An over-excess of
it can be detrimental to all honest efforts in probing.
Probing
is a very sensitive thing to do. And this may be a reason why most BDEs call it
an ‘Art’. When trying to understand the present challenges your client is
facing and the reasons why he believes that your product can plug it all, keep
your conversation around the most salient features of your product and your
understanding of how it can benefit your client by carefully listening to his
challenges.
At
this juncture, I would advise all BDEs to view ‘LISTENING’ as an art instead of
‘probing’ as one! Most BDEs I have come across get so enthusiastic about their
product explanations that they shift from genuine listening to uncontrolled
lecturing at the drop of a hat during a client discussion. Never forget: you
are a solutions provider and if you don’t listen carefully or patiently, there
are no solutions you will be able to provide with your product to your client.
Next,
make notes as you speak with your client. Make a note of every important point
he stresses on. This has two advantages: One, he knows you are listening to him
attentively enough to note down every concern of his. And two, these notes will
help you create a rocking presentation on how your product can fill the gaps he
has just expressed during your next product presentation or negotiation meeting
with him.
Remember
that probing for information from your client should always be done fearlessly
and precisely. After all, that is the reason why your client has decided to
meet with you. He has a concern and you have a solution. It really is that
simple!
Ciao
for now! See you all next Monday when we journey on to understand how to give a
world class presentation on your second meeting with your client as Business
Development Gladiators!!
Anand
K Nair
Leadership
& Motivational Speaker. Mentor. Counselor. Author. Educationist. Business
Consultant.
Founder,
Anand
Nair Leadership Foundation
Author
of: The
Sledgehammer's Edge
