#75 You can either talk to or listen to your clients. We recommend learning to listen; otherwise, there will be nothing to talk about.

We spend so much time preparing to talk. We plan to wow our clients with our brilliance, stories of our qualifications, case studies, images of our earth shattering portfolio, and the list goes on. But in preparing your presentation, did you allocate time for listening? I mean really listening. Have you researched questions to help you have a meaningful conversation? One that allows you to learn about your client and give them the opportunity to talk – so you can listen?

By asking the right questions and carefully listening to the answers, you can gain the trust of your clients. Clients want to feel like you are someone with whom they can share their story. And if they do, you will be a keeper of that story – one who is not only trusted with it, but also responsible for telling its next chapters.

But telling the right story is key. The right story will connect your client with his or her potential customers. The wrong story will alienate them. So how do you know the difference? It comes down to taking the time to getting to know your client. So next time, before the meeting, make some observations and ask some questions. Then put down the pen and just listen. And when you are done with the meeting, ask if there are any other things they want to ask you or tell you. This is a discipline, only to reach full potential and power once it has been practiced and turned into a natural part of how you interact.

For a further tip of hot to foster great communication, see a little tip from the one and only Ken.

So is this you? Are you only sort of listening? What do you do to listen to your clients?

#63 One of the greatest sources of inspiration is simply meeting new people. So…are you out there introducing yourself?

For some of you this is easy. Going to social events or client “mingling/networking” events, you find it almost second nature to work your way into conversations or opportunities. But for some of you, this experience is like getting hot pokers stuck into your eyes. Either way, getting out to inspiring lectures and going to networking events are crucial to building your personal and professional networks. I have come to love meeting new people and hearing their stories, what makes them tick and what inspires them in life. That gives me energy, ideas and exposure to different ways of thinking that makes me a better designer and communicator (especially when the people are very different then me).

Still not sure where to start? You can join your local AIGA chapter, Art Directors Club, Marketing Associations, or a community organization. Or you can meet new people through your favorite social media or build up courage by reading books. We recommend a combination of all of it.

For some book inspiration it’s hard to beat this classic:
How to Win Friends and Influence People

Something more recent:
Never Eat Alone

What do you do to get out and meet new people? Any great book suggestions? Who is the most inspiring person you have met or that is in your life?