| As a solo professional and communication expert, | | | | and tell them how you felt while you were in the |
| I am often asked what is the one communication | | | | same situation. Whether you're selling jewelry or |
| skill solo professionals and small business owners | | | | virtual assistance services, you can probably |
| should possess in order to be as successful as | | | | relate to your clients' problems in a very personal |
| possible. The best advice I can give is to be | | | | way. |
| receiver-oriented, which is the fancy | | | | 2. Stop selling and start listening -intently. |
| communication way of saying stay focused on | | | | 3. Never, ever in any circumstance say, "I know |
| your clients' and prospects' needs and wants. | | | | how you feel." You can say, "I had something |
| What's most important to remember is to always | | | | similar happen to me and when it did I felt X. Is |
| keep in mind your client or prospect. If you pay | | | | that how you feel?" |
| more attention to your clients and prospects and | | | | 4. Remember the Golden Rule and then take it |
| put yourself in their shoes, you'll be practicing | | | | one step further. Don't only treat others as you |
| empathy. And empathy is the most important | | | | would like to be treated, but treat others the |
| communication skill a person can have at work or | | | | way you would want your Mother, sister, best |
| at home. By putting yourself in the other's place, | | | | friend, or other person who is important and |
| you'll get a sense of how it feels to be | | | | special in your life to be treated. After all, these |
| bombarded with 20 emails in a week from the | | | | people (clients and prospects) are so special they |
| same person trying to sell you something, for | | | | may give you some of their hard-earned money! |
| example. You'll understand how it could take a little | | | | 5. Try to look at the situation from the other's |
| while to make a sale until the other person knows | | | | point of view, rather than your own. What |
| you and your business and feels you are | | | | possible message could s/he be receiving as a |
| trustworthy. | | | | result of your actions or words? |
| Empathy is different than sympathy. Sympathy | | | | 6. Validate others' feelings as often as possible. |
| says, "I understand." But empathy says, "I feel | | | | People have a right to feel their emotions, |
| your pain." And THAT'S what people most want. | | | | regardless of if you agree with them or would |
| We want others to "get" us in a way that | | | | feel the same way. Ask, "How can I help?" |
| understanding alone cannot bring about. Here are a | | | | By following these simple guidelines, you'll be well |
| few tips to help you express empathy for your | | | | on your way to practicing empathy regularly. |
| clients and prospects: | | | | Once you do, you'll likely be pleasantly surprised |
| 1. Show them how you've been where they are | | | | by the results! |