A couple of weeks ago I was chatting with some peers who claimed I never appear to be working, even at important events. To be clear, this was not an indictment of my messing around (although I do). Rather, it was an observation of how at ease I look while interacting with clients and prospects. It made me reflect about how much I enjoy my job.
Once I get to know my clients, my job is easy and truly enjoyable. In general, I have a real interest in people, and enjoy learning about their trials and triumphs. Once I get a grasp on something they find important I find ways to relate. Some exercise, some have kids. Others are Disney fanatics or get the travel bug. With a foothold on what is the focus of their out-of-office life, it’s pretty easy to find a topic to bring up every time I see them. And they do the same with me. Before I know it we have become friends.
The only challenge is in getting to the friend zone, and to accomplish this, I fake it until I make it.
If I see a prospect or new client at an event, I ask a couple of broad questions and probe until we find something to talk about. If I visit their offices, I look at photos or art on the walls. An office is a great way to gain a peak into the lives of a busy professional.
Pretty soon I don’t have to fake it. We have topics in common and establish relationships much stronger than the typical B2B connection.