Author: Beckie Reilly | Date: September 24, 2024
In his book “To Sell is Human”, author Daniel Pink states “Like it or Not, We are All in Sales”.
Even if your role does not include direct sales, networking and business development skills are essential tools in every public accountant’s and advisor’s professional toolkit. While technical expertise is crucial, the ability to build relationships and develop business with existing and potential clients can truly accelerate your career as well as round out your skillset.
This blog post highlights three attributes I have found beneficial in my role of EVP of Client Experience at 20-20 Services, which, among other responsibilities, includes business development.
1. Ask your clients and prospects how you can help them. This seems like a no brainer, but how often do you ask? To understand how you can help, you need to gain awareness of their pain points, what’s slowing them down? What’s keeping them up at night? What projects are sitting idle? What’s coming down the pike?
How do you find out about those pain points? Simply ask, “How can I help you?” You may already know of specific issues they are having, but don’t jump ahead, let them share with you what’s happening and where they could use some assistance. Rarely, if ever, have I had a conversation with a client or prospective client who didn’t need some support.
2. Actively listen. Time and time again, I overhear professionals talking way too much and not allowing the client or prospect to share their thoughts and needs. In my opinion, the less I speak and the more I focus on what my client or prospect is saying, the better.
Here’s what Communication Coach Alexander Lyon has to say about listening: https://youtube.com/shorts/WYriovgdBVI?si=fOmeB9KHm-avEazz
I couldn’t agree with Alexander more. I am a huge fan of pausing. Our fast pace can cause us to provide that instantaneous response. You can control and manage that behavior by taking a moment to collect your thoughts by pausing. Changing your habits about how you’ve been listening will take time and practice. Once you get the hang of it, you will be amazed at what additional information you can glean from a client or prospect with your newly heightened active listening skills.
3. Be curious! Curiosity is such a fantastic personality trait. Think about colleagues and friends you have who are naturally curious. They always seem to be so genuinely interested in you and what’s happening in your life. It’s often such a joy to catch up with them.
In business development and networking, curiosity can only help you gather pertinent information as well as deepen your client and prospect relationships. Some conversational items may be worthy of a business opportunity and other items may just further enhance your relationship.
I recently read an article by Emily Campbell, Ph.D. in Human Development and Education: “Six Surprising Benefits of Curiosity”, as follows:
- Curiosity helps us survive.
- Curious people are happier.
- Curiosity boosts achievement.
- Curiosity can expand our empathy.
- Curiosity helps strengthen relationships.
- Curiosity improves healthcare.
You can read the article in its entirety here: Six Surprising Benefits of Curiosity (berkeley.edu).
Utilizing these three attributes will help you become the best professional you can be and will make business development and networking less intimidating and stressful – and more fun!
20-20’s new Professional Development division can help with providing training and development to assist in a variety of soft skill areas, business development and networking being among the modules available.
I’ll be wishing you all the best and would love to hear about your successes and challenges. Feel free to reach out to me at Beckie.Reilly@20-20services.com.
Beckie Reilly
Since the launch of 20-20 Services in July of 2010, Beckie has led the sales efforts as the EVP of Client Experience.
