How to use Active Listening with your client
So, you’re now in the meeting with your client where you present their free Financial Trends Assessment and the Business Dashboard® Report (prepared most likely without their knowledge). And you’re wondering how to do that without giving offence.
Be assured:
First, you’re doing this for free – so no apology needed
Second, as their accountant your duty is to ensure they are a going concern
Third, your mission is to help every client grow their profits and cash
Your 3 steps:
Present your findings, as a gift
Ask for their opinion about them
Listen actively – it’s very powerful and works like this:
Simply concentrate on getting an agreed sentence from them on each of the 6 things you’re presenting and as you hear their opinions, you control the discussion by summarising: “So what you’re saying about your (Marketing, Operations, Systems, People, Finance, Value) situation is…”.
You’ll find it easy to hold those 6 sentences in your head to later write into your practice management system.
So, how will you turn what you’ve learned into a subtle sales pitch assuming your client is admitting to at least one insoluble problem? (there always is one – even if not immediately admitted).
My next post will show you how to do that…
More practical stuff from Runagood®