3 Ways to Talk so Clients Listen
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Summary: If you want to turn more prospects into paying clients
listen more and talk less. In any given business situation your
sales success is determined by answering your customer main
motivation, "What's in it for me?"
3 Ways to Talk so Clients Listen
by Robert Moment
People talk to you everyday-sometimes effectively, often times
not. But when it comes to business, you can't afford to not
have people listen. If you want your clients to really hear
what you have to say, you have to know how to say it in the most
effective manner possible. In any given situation- business or
otherwise-a person's main motivation is, "What's in it for me?"
That means whatever you say has to be geared towards answering
that very question for your listener.
If you're ready to get your point across and be heard, read on
to find how to use a client's self-interest to your advantage
and talk so they really listen.
A great sales pitch or presentation always starts long before
the client arrives. No matter what you're selling, no one's
going to buy it if you don't know your stuff. Preparation is
key: you have to know what you're talking about if you want
anyone to really listen. Of course , just what kind of
preparation will depend on the nature of the material you're
presenting, but remember that going the extra mile here will
make clients take notice later.
When preparing for any kind of meeting or presentation , take
time in advance to go over all the material you're talking
about. You should know the topic well, and have plenty of
specifics to use for examples. It can also help to consider
beforehand some of the questions that clients might ask.
Anticipating their needs will help you be able to answer queries
quickly and effectively.
Next , no matter what you're talking about, how you present it
has everything to do with how well clients will listen. Anyone
adequately prepared can talk for hours-but part of your planning
should be how best to present the given material. Decide before
you begin just what kind of examples to use, or if there are any
ways you can enhance your presentation with audio-visual
material, pictures, or illustrations.
For big presentations, you'll want to practice in the mirror or
for friends to make sure you're getting the key points across.
To be more effective on a daily basis with all your clients,
think of what you say as "mini" presentations. Start by
examining your speech for little words like "um" and "ah" that
weaken the effect of what you're trying to say- you'll be amazed
at how much more attentively people listen.
As well, take the time to make sure you're well presented:
tidily dressed , on time, and polite. Remember that your
presentation isn't just what you say- you're a whole package,
and how you present yourself needs to reflect that.
Finally, the key to talking so clients is conveying to them your
passion. If you're passionate about something, it comes through
in the way you speak, in the way you hold your self, it even
shows on your face. There's no amount of preparation or
presentation skill that can make up for a lack of passion for
the topic or proposal at hand. The most effective speakers are
the ones who combine topic or proposal at hand. The most
effective speakers are the ones who combine all three in a way
that makes people sit up and listen. The trick is to find your
own personal balance and make your passion come through above
So what if you're not passionate about the material? We've all
done jobs we didn't like at one point or another, but you find a
way to be enthusiastic and energetic about what you're doing by
appreciating other sides of it. Getting passionate about
something may only mean shifting your point of view. Always try
to see things from the client's side, in order to understand
just how what you're doing would benefit them. They'll really
hear what you have to say when you make it vital and important
to them-that's where your passion should lie.
Remember always that a good talker is also a great listener, and
take the time to listen carefully when your clients talk. Take
care to keep the client's interest in mind and you're on your
way to always talking in a way that makes people listen.
Preparation, presentation and passion- three simple concepts
that when used correctly can make you a great speaker. In
private and public life these principles apply, and if you look
closely at any of the successful people in your life, you're
certain to find them in action. If you prepare in advance and
take the time to present yourself and the material well, your
passion will come through, and that's when people really
©2005 Robert Moment
Robert Moment is a business strategist and author of "It Only
Takes a Moment to Score" found on Amazon.com and Barnes and
Noble. Robert shows entrepreneurs how to turn ideas into
wealth, how to avoid becoming a statistic - and have FUN!
Download the FREE Special Report, "17 Ways to Turn Your Content
into Money" at www.sellintegrity.com