What Are You Talking About?
Last week I attended a workshop intended to help the professionals in our firm learn more about a new service our company is offering. On the last day of the workshop a considerable amount of time was spent on how to interview the client about this service. I was interested to see that many of the partners, who often pride themselves on knowing their clients better than the client knows him or herself, didn’t quite know how to approach the client about this new service. As I watched two of the partners take turns role-playing a conversation with a client, a couple of tips came to mind:
If you are concerned about your approach, take the time to work with a professional on your speaking abilities before you meet with the client. Not only will it help refine your interviewing technique, it will help boost your confidence level. While you may just be nervous, if you appear to lack confidence it may be perceived by your client that you aren’t confident about your ability to provide this new service, rather than just being nervous about actively selling the service.