The word of the day is...
PERSPECTIVE
It can be your secret weapon to higher profits without exerting additional energy.
When I mention "perspective," I'm basically talking about a particular way of looking at something: a point of view.
Really what I mean is examining things from someone else's lenses.
The reason we often don't make the sale is because when we communicate, most of our efforts are focused on OUR point view... our abilities... our connections... our methodology... our efforts.
And while all of this is certainly important... it can't be in a vacuum. If I can put myself in the client's shoes, I'll realize that they're skeptical,
anxious, uncertain, but also eager and (depending on your business) excited as well.
If I'm giving my pitch without these considerations in mind, I'll completely miss an opportunity for building rapport, empathy and communicating on a deeper level.
Consider this (classic example of a clueless personal injury lawyer):
Client walks into personal injury lawyer's office and tells him he was using an electrical saw that cut his thumb off.
First thing out of the lawyers mouth is: "Was this a Black & Decker saw?"
Yikes!
No empathy, no understanding, no perspective of how the client must feel and what it took for them to walk through those doors.
A better (MUCH BETTER) response would have been: Oh, I'm so sorry you had to go through that! How have you been coping? I'd like to find a way to help you. Can I do that for you?"
Big
difference, right? Looking at things from someone else's perspective can change everything.
You can easily apply this scenario to pretty much every business, every profession.
It can also mean the difference between landing a client/patient/customer and losing them.
