The conversations we need more of
Here’s my hot take: Some conversations simply need curiosity.
As a society, we have become accustomed to move as quickly as possible. We binge-watch entire TV series to get to the ending. We skip the commercials. We listen to audiobooks at double speed. We buy the express pass so we can skip the line. We’re always rushing toward the outcome.
We do the same thing in business. We’re quick to make the sales pitch. Quick to talk about our service and prove why we’re the right solution. And as consumers, we’ve become conditioned to expect it. Whether it’s networking, social media, or a discovery call, many people enter conversations bracing for the moment the other person transitions from connection to sales mode.
I get it. We’re all busy and trying to grow something. But I’m building my business differently. I’m working to give before getting a sale. When I meet a prospective client, my first objective isn’t to sell them on Authentic Impressions; it’s to understand them.
I want to know what their pain points are; what’s keeping them up at night and what’s standing in the way of their goals. Sometimes it’s an issue on the website. Other times, it’s inconsistent content development on their social platforms. Sometimes it’s a lack of clarity around their messaging. And then sometimes I meet those people who think they don’t really have a challenge at all, yet they aren’t getting the business results they desire.
What I’ve learned in my more than 20 years in marcom, and now as an entrepreneur, the best solutions come from listening to understand. Maybe it’s the forever military kid in me or maybe it’s because I’m an introvert, but I’ve always been more comfortable listening rather than being the loudest person in the room. I also consider myself a lifelong student and a teachable person. And the only way to learn how I can help someone is to first listen.
Listening creates clarity and clarity creates trust. After I understand someone’s goals, frustrations, and vision, I can honestly determine whether my expertise can help them move the needle on their endeavors.
Sometimes the answer is yes, sometimes it’s no. And sometimes it’s not right now. I’m perfectly comfortable with that because my goal isn’t to work with everyone. My goal is to work with people who see value in what I offer and believe I’m the right partner to help get them where they want to go. And the only way to start is through active listening.
In a world where everyone seems to be talking, I think we could all benefit from a little more listening. What’s the last conversation you’ve had where someone made you feel truly heard?
