Often times, it seems we only have ten seconds to make an impression. In our professional environments, we meet people and rarely discuss anything except the business aspect of the relationship. Constant demands and an intense sense of urgency have left us little time to develop the humanity in business. In reality, our professional and personal relationships will become more successful if we take the time necessary to make a better impression on people.
The humanity of business is the most important aspect of building our professional relationships. It is impossible to understand the client’s needs without an understanding of the client.
Contrary to the opinion of many business leaders, profit is not the primary motive of business. Without dedicated clients, there is no potential for profit. Impact that leaves a positive impression must be our first priority. Contact is not the same as impact. In our careers, we may encounter dozens of contacts and never make a single solid impact.
What most of us fail to realize is that only a few impacts are needed to develop true client prospects. It is the memory-denting impacts that will later build successful client referrals. When we are constantly pitching our product and service, we forget to listen to others. Listening builds the foundation of impact when needs are heard and solutions can be developed.
There are keys to developing the skill of impact:
• View every environment as the impact playing field and know you only have seconds to make an impression. Professional desperation is easy to spot and there is no place for desperation in the personality of the professional.
• Do not push your agenda on anyone.
• Listen to the issues and make observations that match the needs of the client to your skill package. A skill package encompasses both your personal skills and those of your company.
Every handshake is a chance to impact. The greatest client service systems are rendered useless without the foundation of impact players.
Impact players have the ability to focus in an extremely active environment. They are the ultimate listeners because they genuinely care about the people they meet. Success will follow you when you take the time to make an impact. Remember, you have ten seconds to impact, so check your systems, be prepared to encounter your future friend and client and become an impact player.
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