Are you in tune with your clients/prospects?
News of redundancies fills the airwaves these days, but what’s the true cost? I ask the question because in business we often don’t see the bigger picture, the wider implications of a pain a prospect or client is experiencing.
Here’s some suggestions for the true pain of losing your job:
- Loss of income
- Anxiety and stress
- Strained relationships with partner/children/relatives
- Loss of self-esteem and confidence
- Loss of motivation
- Less of a social life
- Alcoholism, Depression or worse
Conversely, what would the benefits be of someone finding a job they really enjoy?
- Immediate source of income
- Peace of mind
- Able to make plans
- Growth in confidence and self-worth
- You’re “nice to be around”
- Improved relationships with key people
- More invitations to parties, functions
- A feeling of being engaged and connected
My point is that most people focus on the first issue – the INCOME – when considering the loss/gain. But there are many, wider but nonetheless highly significant implications that impact on the individual.
And this tendency carries through into business – we often fail to appreciate the wider effects of a problem someone is facing, and the benefits we could bring if we managed to fix it. It boils down to that basic principle that the more you understand people, the better able you are to influence them.
So if you’re warming up a prospect and hoping for a sale, improve your pitch by understanding (and empathising with) that bigger picture.