No matter what business we choose, we are in the people business. The fastest, the best and by far the most enjoyable way to grow your business is to get interested in people. I don't mean just a little interested, I mean totally interested. Here are some tips to help you succeed in the business of people:
1. Listen. Be engaged. When you listen more than you talk, you make yourself memorable to those you meet. Listen to their story. Really hear what they are saying. Latch on to the information that may serve you well later. All of us have attended events and been speaking with an individual only to have them look across the room over us or around us to seek out someone else they want to speak with. When that happens to me, I'd rather they go and find that other person. If you can't be totally involved in the present conversation, then don't be there at all. No doubt you've already lost the attention and interest of the person you're conversing with anyway. A phony can be spotted a mile away!
2. Look 'em in the eyes. This takes practice. There is NOTHING, nothing that works as well as looking someone directly in the eyes when you are speaking with them. The many seminars I have attended over the years have provided important pieces of information for me. This one is an example of a helpful hint that has stayed with me forever. First, it is very hard for anyone to lie when they're looking you in the eye. Second, by looking directly at the person you're speaking with, you grab their attention and you hold it. It also makes you concentrate fully on the experience. You can tell a lot from a person's eyes. You can certainly tell whether they are comfortable (they're looking directly back) or whether they are uncomfortable (they're looking everywhere else but back at you). It's a great barometer of any relationship.
3. Remember their name. People love to hear their own name, provided you are using the name they prefer. Find out what they like to be called. All you have to do is ask. And please, please, please, be aware! When you are introduced, make sure you repeat the name that was given. Don't shorten it and don't change it. I know a few women named Deborah. Funnily enough we all agree that when asked our name and we respond, "Deborah", nothing is more irritating than the new acquaintance saying, "Hi, Debbie". If they can't hear my name, how can they possibly understand my business needs? It's obviously all about them!
4. Store the information. When you are fully interested and fully engaged, you remember the little things. You remember those unique and special pieces of information people share with you. You remember their likes and their dislikes. You remember when they are celebrating a special day. You remember that their daughter just got married. If your brain is on overload and you don't think you'll remember these important details, write them down before you leave or as soon as you get to your car. Record them on paper or in your palm pilot so you can draw from that information later. Whatever it takes for you to remember, just do it. Having the ability to recall this information allows you to show people that you remember them. They feel special. We all want to feel special, don't we? Believe it or not, when you offer your undivided attention and you really listen, your memory will amaze you.
Each of these tips helps you build those ever-valuable relationships; the relationships on which business and repeat business is built. Business owners understand the value of relationships and networking better than anyone else. Referrals come to those who know and enjoy people.
