I did a podcast interview yesterday with my good friend and fellow Energizer Bunny Katie Gutierrez talking about how she builds influence with the people in her life, and she had a powerful insight. I asked how she turned her interior design business from a $3000 business to a $2,000,000 business (yes...million!).
"I started listening."
I stared at her blankly....."Ummmm, what?"
She told me how she went from telling her potential clients about herself and what she could do for them, and all the great contacts she had and how much everyone loved her (the $3000 business model) to asking them about themselves; their lifestyle, their challenges, their past experiences, how they want their home to feel and be a part of their lives. (The $2M version!) She started truly building her "sales calls" around listening to her prospective clients.
"As a result, I had a couple eating out of my hands when I suggested we make a coffee table out of a gold leafed tree stump!"
If you want people to listen to you, you have to listen to them first! As Teddy Roosevelt said... (or was it Zig Ziglar...or John Maxwell?! It was someone smart who said things.)
"People don't care how much you know
until they know how much you care!"
Show your people you care about their situation by helping them feel heard, and they're more likely to turn around and listen to you!