“If I went back to college again, I’d concentrate on two areas: learning to write and to speak before an audience. Nothing in life is more important than the ability to communicate effectively.” — Gerald Ford
When I work with businesses and sales producers, everyone wants to learn how to find more prospects, close more sales, and keep more clients.
These business and sales professionals are looking for a specific process or system that will be the “cure-all” for whatever is ailing their sales team. Having tried-and-true sales and marketing systems are important, but even the best systems can’t fix what many businesses and sales professionals are missing: the ability to effectively communicate and connect with their prospects and clients.
Here is the bottom line, as stated from John Maxwell in his book, “Everyone Communicates, Few Connect”:
“You will only be able to reach your potential — regardless of your profession or chosen path — when you learn to connect with other people.”
It’s really that simple. No process, system or sales tactic will make you a better communicator. You must have the intention to connect with those you wish to serve and influence.
There are no shortcuts in great communication. To connect, you have to pour your heart and soul into the other person. And it starts with your attitude.
It doesn’t matter if you are communicating in a face-to-face conversation, phone call, email, blog post or social media update. At the heart of every interaction, the focus must be on the value of the other person.
Every company in the world has the ability to automate and delegate, but rarely do they succeed when they communicate. That’s because the focus ultimately is on factors that help their business, not the person or business they serve.
Make no mistake: Connecting is hard work. Just like anything in life, if it were easy, more people would be doing it. Connecting requires that you are proactive with your thoughts, words and actions. Connecting doesn’t just “happen.” Connecting occurs because you make it happen.