From the time I was 5, he taught me to do three things when I met someone: shake his or her hand (“firm handshake, Jeanne—no limp dishrags”), look them in the eye, and listen carefully to everything they said.
I’ve carried that lesson with me and I’ve taught it to many clients because, if you can do those 3 things, you can make a meaningful connection with almost anyone. And those connections are the foundation of business success.
But most of us don’t do business in small farming communities where we can know each customer personally, where we can forge a relationship with prospects at the local post office or general store.
How do you do forge a meaningful connection with customers and prospects if you’re selling home décor products from an online store or you’re a $100-million company or a huge health care provider serving thousands and thousands of patients in a huge region?
Simple: You just reverse the order of those 3 things my father taught me.
You start by listening to your customers and prospects and you’ll be able to forge a connection that makes them feel as if you have stood toe-to-to with them and looked into their eyes as you shook their hands. And the results can be astounding.
The owner of the ecommerce store may discover that the women who buy their products aren’t affluent suburbanites who are out to impress the neighbors after all–they’re middle-income women who want to create an unforgettable memory that will sparkle in their child’s eyes.
Well there’s an “aha moment.” Once you learn that, you’ll know exactly how to connect with those customers.
And suddenly, your impersonal ecommerce store feels to them like the little neighborhood boutique. They’ll buy from you, over and over, because you’re the trusted friend who helps them create memories their children will cherish.
Or maybe the health care corporation finally starts a real conversation with its community and discovers that the older patients aren’t ignoring the doctors’ instructions—they just don’t understand them.
So the physicians begin sending these patients home with written protocols and suddenly, their outcomes, and their satisfaction, increase dramatically. And so does the practice’s bottom line.
Those patients will finally feel that the company finally cares, that it understands who they are and what they need.
They will feel as if that corporate health provider truly looked them in the eye and shook their hands, as surely as my father shook the hand and looked in the eye of every farmer who trusted him with their hard-earned savings.
That’s what it means to have a conversation with your customers and prospects, to really understand what motivates them and who they are and what they need. Once you listen, the rest is easy.
Find Out How A Satisfaction Survey Can Help Find Out What Your Clients Really Want.
Success Stories“A wonderful offering for busy entrepreneurs and business owners” "Jeanne Hurlbert's survey system is a wonderful offering for busy entrepreneurs and business owners who want to be in continual, 'customer-centric' dialogue with their prospects and clients, a systematic approach you can build on for years to come. Even better, Jeanne practices what she preaches — she goes the extra mile again and again to serve us, and I'm confident she'll do the same for you."
~ Saniel Bonder, spiritual author and teacher, Pres. of Extraordinary Empowerments (www.heartgazing.com).
“Jeanne’s Really Been a Genius at Showing Me How Important Surveys Are.” "Jeanne's an amazing gal who truly is an exceptional, unique person who really understands the power of surveys. Surveys are just a different way to talk to people and ask them a little about what they're doing and why they want to do it with you. The more you know, the better you can serve people. Jeanne's really been a genius at helping me realize how important that is. She's helped me put a structure into place so when I'm on the Internet working with people I can find out what they really want so I can do a better job of giving them what they want. That's the key—but sometimes we think people want to do "this," and in actuality, they'd rather do it "this way." Whatever it is you're doing, whether it's finances or dating or relationships or just business on the Internet, and you want to find out how to do it better, Jeanne's programs are fantastic. Anything she does, I'm always dialed into. She's just a genius at taking what you're doing and making it better, so you can do it more effectively and you can reach the people you want to more effectively. If you get Jeanne's stuff, read it, be disciplined at it, it will transform your business, as it has mine."
~ New York Times #1 Bestselling Author, Jorge Cruise
"Had I Done a Survey on My Own, I Would Have Wasted a Ton of Time and Potential Opportunity."
- Steve Fultz, Stuph Clothing
"Jeanne’s Really Been a Genius at Showing Me How Important Surveys Are.”
- New York Times #1 Bestselling Author, Jorge Cruise
"…surveys are the newest old way of cutting through the clutter on the Internet and getting the information you need to double or triple your sales"
- Susan Harrow, CEO of www.PRSecrets.com & author of Sell Yourself Without Selling Your Soul