Engage Potential Clients In Conversation, Like A Good Musical Performance
June 20, 2012
Like the services themselves, professional service marketing includes conversations.
In the marketing stage, these conversations are between the service professional and potential clients. The conversations serve the purpose of helping both the service provider and potential client get to know and like each other.
Among the information that service providers want to gather is what the potential client needs wants and expects.
On the other hand, potential clients will want to know how the service professional can help them.
Conversations are the ideal vehicles for service providers and potential clients to exchange this information.
In my musical immersion experience last week, I learned that the best musical performances also include engaging conversations.
Sometimes these conversations involve only the performers, with the audience looking on.
Other times, the conversations are between performers and the audience. The level of audience engagement could range from simply tapping a foot in time to the music or singing and dancing with full abandonment.
Engaged In The Conversation
Seldom are musical conversations performer monologues. By keeping in mind the musical tastes and preferences of their audience, performers can increase the audience engagement and satisfaction.
These same consideration applies equally to marketing conversations.
A monologue is a one-way conversation. In marketing, a one-way conversation is called a sales pitch.
Not only are sales pitches obstacles to good conversations, when introduced into a conversation, they can completely eliminate whatever engagement may have been created.
Successful musicians satisfy their audiences by engaging them in conversation.
Successful professional service marketing satisfies potential clients by engaging them in conversation.
And remember, satisfied potential clients are truly valuable marketing assets.