In their haste to pick up extra work, maintain billable hours, and economise on non-chargeable time spent with clients, too many professionals rush through project debriefs and relationship reviews. They want to "cut to the chase".
But sometimes, slow is fast.
A quick call-through or conversation may yield some obvious, easy to articulate, and top of mind information.
Easy to reach - superficial - opinions are always worth having. But mostly they will reveal precious little quick and easy-to-access additional work.
By contrast, real opportunities for closer relationships and more work are much more likely to be revealed through patient, probing, in-depth dialogue.
It takes investment of time - accompanied by active listening and patient probing - to get beyond the mundane and everyday to:
- considered views
- underlying drivers
- insights into ideal professional services
- big issues
- big opportunities.
Next time you debrief on a project or sit down with a client to review your relationship, resist the urge to rush through the agenda. Instead, get down to the real business by:
- focusing on the client
- listening for cues
- asking questions which call for considered, rather than superficial, responses
- gently probing for elaboration
- taking in the challenges and issues before your client as a basis for genuine understanding
- exploring what the future might hold - for them, and for you together.
Slow, thoughtful dialogue can be fast ways to develop relationships and business.
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