Terrible Prospects Become Horrible Customers!

How we show up from the onset of every interaction matters! This is particularly true when you come highly recommended through someone else who, as you know, is also an ambassador of their brand!

Research shows that many of us make up our first impressions in the initial 7-10 seconds. We spent the next 10 min solidifying that impression. Our actions and words are a manifestation of how we think and how we choose to behave.

This past year, I met way too many people who had done ZERO due diligence. They knew little to nothing about our backgrounds, what need or interest led to our meeting, and what the agenda was for us to meet, and left more than several completely disappointed, disillusioned, or outright angry at the wasted time, effort, and opportunity.

What leaders don't understand is the opportunity cost of bad behaviors by their people - what that relationship could and should have become if approached with a tad more care, due diligence, and respect for others' time, expertise, and commitments.

In the New Year, my prediction is that we will all get fewer, net new relationship interactions, as AI will become more prevalent in filtering those who continue to practice "spray and pray!" So, here are a handful of recommendations that may really help you succeed in your first interactions:

1. Prior Preparation Prevents Poor Performance - come prepared about the industry, company, and individual. Take 15 min before each important call or visit to do your homework. You're better than scheduling back-to-back and "winging it!"

2. Think like a Scientist - develop a hypothesis on why you're meeting, the desired outcomes, and the next several steps in testing your hypothesis. Even if you're completely off base, the commitment to a process of discovery will go a long way.

3. Ask Better Questions - convey your credibility through the questions you ask and not the solutions you provide. You'll get far better insights if you ask vs. keep talking. Notice I didn't suggest more questions but rather more thoughtful, intelligent, and curious questions to guide the conversational journey.

4. It's Less About You - it's all about how will the other person feel better off because of you. Stop name-droping, grandstanding, or trying to prove how smart you are. All that you and your company have done doesn't matter, and the other person doesn't really care. How will they feel they need you?

5. Always leave them wanting more - if you tell me all that you know in the first interaction, why would I want to know any more? If you leave me wanting more, I can't wait for our next interaction.
   

   How will you show up differently in 2024?
   
   #businessrelationships #relationshipsuccessin24 #relationshipsmatter #relationshipeconomics

David Nour is the author of 12 books translated into eight languages, including best-sellers Relationship Economics®, Co-Create, and Curve Benders. He regularly speaks at corporate meetings, industry association conferences, and academic forums on the intentional, quantifiable, and strategic value of business relationships.
Learn more at NourGroup.com/About.