Apr 13, 2010
Today we introduce columns written by Launch’s Account Managers to our readers. These are the fearless chosen who cold call executives on a daily basis and schedule successful appointments with them for our clients. They have a wealth of experience, and we wanted them to share that talent with our readers.
By Kristen Bess, Account Manager at Launch Leads
Some days when I am on the phone for an extended amount of time it becomes more likely that I can lose initiative. To always make the most out of each lead, or conversation I try to remember a few things to keep my day on task. When implementing these skills I am not only successful in regards to the client but I also keep myself engaged in the conversation.
Leadership in Client Interactions
Don’t water down your dialogue.
- Believe in what you are saying
- Continue to believe your client needs what you have!
- Be strong and confident when presenting your dialogue
Gain Trust and enter in a safe zone
- Understand your own voice and how to present your best self
- Avoid becoming defensive
- Influence by motivating
Insure that they feel you care about their goals
- Must have an explicit “making a difference” common purpose
- Adhere to their needs first
Have respect throughout the conversation
- Allow them to feel as if they are leading the conversation
- Listen and always respond to them
- When people feel disrespected there concern turns to anger.
Don’t confuse want with approach.
- Must have an explicit “making a difference” common purpose
- The result of influence and motivation will be the mission of a common goal
Remain focused
- Be intentional
- Search outside the box and look for new alternatives.
Draw to a close clearly
- Repeat the conclusion of the conversation back to them
- Display high personal character and follow up.
“Have the courage to try and recover from failure.”
