We so often hear about the importance of listening in our relationships – personal and professional, that we can begin to tune it out. We KNOW we should listen! But in this blog post, as we wrap up the 4 part series on practical ways to organically grow your business, we want to explain how listening has been one of the most essential actions Cassie Kane, our founder, and CEO, took to grow the Kane Learning business:
“The single most valuable behavior in growing my business has been to listen. Really listen. Sometimes when we meet with a new client, we’re eager to tell them how we can support their needs. Instead, ask a question and sit back and listen to what they have to say. When I listen to fully understand a client’s needs, I learn about their organization, the immediate needs they have right now, potential needs I can support in the future, and the unique aspects of their team or business that are important to address. I also demonstrate that I care about them and that working with Kane Learning is about more than writing a proposal or delivering a solution.”
Research shows that our ability to listen impacts how well we serve our clients. The better we listen, the better work we provide.
So, how do you get better at listening to your clients? Let’s focus on two ways to improve:
Eliminate distractions You’ve heard the saying, “Be here now.” So many things can challenge our ability to be present, and it’s not just our devices! It could be that you didn’t schedule enough time for the conversation in front of you and you’re running late, or you picked a noisy place to meet. Be thoughtful about these things before you meet to be fully present.
Don't jump to conclusions Use your curiosity to stay engaged. Think about the last time you talked to a close friend, partner, or child and jumped in to solve their problem or offer your point of view. For me, this happens a lot. I get excited about something my daughter shares and tell her what I think before I fully hear what is on her mind. In the best-case scenario, she asks me to let her finish. Worst – I shut her down and never listened for what I could do to support her! To help me stay engaged, I ask her questions. This can happen with our clients, too. Practicing question-asking in my closest relationships helps me build my curiosity muscle in all my interactions.
Adapted from the Center for Creative Leadership.
We hope you’ve enjoyed this 4 part series, highlighting Cassie Kane’s practical tips for growing your small business: Build Relationships, Say “Yes” to Coffee, Maximize Your Team, and this blog’s focus: Listen.