Wednesday Words

To Go Where Your VisionPoints, a few inspiration points for you and your business.

Spend a lot of time talking to customers face to face. You’d be amazed how many companies don’t listen to their customers.
—Ross Perot

While you’re working on capturing your natural way of speaking for your website copy, brochures, and the like (as we discussed in yesterday’s post), you may consider keeping a record of you, actually speaking to customers.

It’s a great way to see what key phrases you use when explaining how much your product or service can help them—along with the tone of voice, and general level of explanation that works best for your Ideal Customer.

Now that you’ve got that recording, play it back and listen for you, listening.

—Do you do enough of it?

—Do you truly listen to the customer (and does the course of the conversation change based on what you hear from them), or are you really “waiting them out” so you can get your next sentence in?

You’ll answer “Yes” to both of those before you’ve played back the recording. (Almost all of us would—after all, we’re exceptional!) But when you play it back, you may be able to “hear between the lines” and realize that some of your listening time probably isn’t really spent… listening. Or maybe you are listening to the most pressing needs being expressed, but on a second listen there are nuances to the conversation that you missed when you were having the discussion, trying to solve problems/ make the sale in a hurry. Like Mr. Perot said, a lot of companies have the same problem.

When that recording has helped you to capture your style of speaking, it might have a brilliant second life as a reminder of your style of listening, as well—and both will boost your company’s connection to the customer. What better way to boost the bottom line!

It’s a cinch! Speak to prospects and buyers authentically in your writing. Listen to them whole-brain-edly while they talk. Your customers will thank you—twice!


Grow and be well,

Kelly Erickson