How do you quickly connect with new clients or stakeholders?

Understand their perspective: Step into their shoes. Don't just grasp the business goals; truly comprehend your stakeholders. What pressures do they face? How is their success measured? To deliver impactful results, you must connect the dots. Ask these questions: 1️⃣ How will we know this project is a personal success for you? 2️⃣ How will we measure the business impact of this initiative? 3️⃣ What happens if we don't meet the business needs?

Empathic and active listening are underrated skills when connecting with new or prospective clients. Active listening shows intent for engagement, and empathetic listening displays relatability. Often, people are waiting to provide their responses, as opposed to listening with the intent to understand the speaker. This is a mistake. The listener will miss important information that is relevant to the prospect's or customer's problem, and therefore the seller will miss the opportunity to provide a good solution. Moral of the story: listen more than you speak.

Make sure to give context into why you’re asking certain questions. If you don’t, you’ll end up with some superficial or short answers that won’t bring you or your client any value. If you tell them how the information they’re sharing can help you making them more successful, they’ll be much more inclined to open up. Not just that, they’ll make a habit of it and start seeing you as their trusted advisor

Get to know your stakeholders or clients as human beings. People do business with people they like. Connect beyond the surface level and watch your relationships flourish!

Sometimes when you first reach out to a prospective client or stakeholder, the timing isn’t right. It’s key to always develop a follow up plan that is not too overwhelming but balanced. I’ve gotten several clients after a 2nd or 3rd touchpoint because I had notes their upcoming conference just actualized and the company is probably ready to plan the next one or someone on their team just left and could use the extra help and it worked! You have to study your prospects a bit more to find that right time to follow up with intention.

Speak their language: Communication fuels collaboration. Instead of overwhelming stakeholders with jargon,find common ground. Imagine you're a travel guide, helping them navigate the landscape. Use relatable metaphors and real-life examples to simplify complex concepts.