Communication is a vital skill for practitioners in a service industry like ours.

It is pretty alarming how many professionals are lacking a basic understanding of the simple skills required in this vital component to our business.

<em>How hard can it be? </em>I can hear you thinking

Well it can be really <em>simple</em> but the true <em>skill </em>is often lost in the ‘noise’ in our brains as we live our lives a million miles per hour.

Ask yourself…

Do you hold eye contact with the person you are listing to?

Do you have the right body language to show you are <em>truly</em> listening?

Do you know with the right body language is?

Do you know additional skills that will make people WANT to be in your company? Like prospective clients!

Do you smile at people when you see them? Like a BIG smile!

Do you wish you could be better at motivating your clients?

Do you sometimes wonder how on earth you will get (NAME) to do what they need to do to achieve the goals they have set?

Communication skills are so important when it comes to how you make another person feel and this can improve your ability to encourage their motivation as well as wanting to book another session with you. We, as a race, have a desire to feel valued and accepted by others and this happens through communication, in particular the skill of listening.

So now ask yourself…

Do you have the ability to <em>truly</em> listen?

Can you <em>demonstrate</em> you have listening skills?

<em>How</em> can you demonstrate that?

What are the benefits &amp; to whom?

Well in my experience the ‘best’ and most successful professionals out there do not necessarily have the highest qualifications (how many clients have asked to see your certificates anyway?).

However they have a skill in listening to what their audience or clients are saying by using methods that for some people seem to come naturally and for others need to be learned, practiced and honed.

Now those who do this naturally are probably the types of people you like to be around. Watch your friends, particularly those who's company you enjoy and see what they do that makes you feel good. See how many of the list below they do naturally.

1). <strong>Paraphrasing</strong> - This technique is when you relay back to your audience/client what they have just said for example <em>“So if I am right in understanding what you just said was</em>…….?” by repeating their words back to them your audience feels heard, cared for and important to you.

2). <strong>Eye contact</strong> - look interested by looking them directly in the eye, holding that eye contact lets them know they have your full attention and what they are saying holds value.

3). <strong>Body language</strong> - Folding your arms creates a barrier so using ‘open’ body language by keeping your arms open and turning your body to face your audience/client you are showing them they have your attention.

4). <strong>Physical touch</strong> - The power of human contact has been demonstrated in studies over and over again to have a huge impact on the way people respond to you. For example if someone is selling you something and they gently touch your elbow you are more likely to trust them and therefore buy from them.

Read more about the power of touch;

<a href="http://www.forbes.com/sites/carolkinseygoman/2014/01/28/why-you-should-reach-out-and-touch-someone/#1c293111324c" data-cke-saved-href="http://www.forbes.com/sites/carolkinseygoman/2014/01/28/why-you-should-reach-out-and-touch-someone/#1c293111324c">http://www.forbes.com/sites/carolkinseygoman/2014/01/28/why-you-should-reach-out-and-touch-someone/#1c293111324c</a>

5). <strong>Remember little personal details </strong>- By asking how their pet Fido is getting on they will feel <em>heard</em> and cared for because you remembered their precious pet’s name.

What are the benefits to YOU?

Well if you want your clients to do what you ask, understand it and buy into what your saying then you need to make them feel <em>heard</em> first.

They will tell you why they want your services right? So you have to demonstrate you have heard by responding appropriately otherwise they may well go elsewhere.

The ability to listen will also tell you what language to use in response, how to explain what you want to explain and which motivators to utilise for the best results with this particular client based on what THEY HAVE SAID.

Sell them what they came for, using their reason for visiting as your response!

We all have a different dynamics when we are in the company of different types of clients and their different characteristics. This doesn’t mean we are acting or not being ourselves, it is simply the way we communicate with this person.

You also want them to listen to you and so if you demonstrate this skill they are more likely to WANT to listen to what you have to say.

Consider this the next time YOU want to be heard.

If you don’t <em>truly</em> listen you can miss out on a lot of useful information and it could make your job a whole lot easier and WAY more fun.

By <em>truly</em> listening we achieve several things:

a). Identifying what the client REALLY wants - chances are they may not realise what will be required for them to achieve their goal and it may take a true listener to understand what they are actually asking for.

For example they may say <em>“I want to lose weight” </em>but actually they don’t care what they weight they simply want to feel good about themselves.

b). An understanding of how we are going to help them achieve their goal - if we do not listen to them telling us that they do not enjoy running and then we give them running as an exercise we are have clearly not heard!

c). A bond with that person that makes them know you care - when you feel heard you feel important and valued which is comforting and what we are all seeking.

d). Each of the above results in a higher chance of compliance and therefore success - It would be crazy NOT to evaluate your communication skills and consider implementing the techniques listed above and others.

As a teacher I have engrained myself into the habit of self reflection after every session I deliver. So literally every time I teach, present or lecture I evaluate my own communication skills/performance and reflect on what went well and what could have been better. Then I create an action plan to improve the things I wasn't completely happy with so that should the same scenario occur again I hopefully make a better job of it next time around.

Maybe this is something you might consider doing at the end of each session or day? Consider your communication skills, how effective they are and whether you could employ some new techniques to improve your listening skills for example.

Why not write and tell me about it too?..…..

Bother Me PLEASE, because I care!!

Do you want to learn how to truly listen?
Join our academy
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