Just Listen
Nurture Blog October 4 2009 06:00:01 PM
Nurturing is as simple as this; JUST Listen.
Sound like a title for a good book? It is, but more about that later.
If you have heard me speak you know my formula for leveraging your nurturing efforts: Identify, Individualize, Interact and Influence. The simple algorithm for nurturing customer relationships.
Step one may be the easiest; Identify your top 20 most important customers/prospects. Easy enough so far?
Of the four steps to successful nurturing I believe the second, Individualize, is the lynchpin to making drip-irrigation nurturing a meaningful and enduring experience.
Individualizing is self explanatory. It means observing and paying attention to the ones that really count. It defines the mind set and discipline used to build a comprehensive dossier on every A level customer and prospect. Well beyond a mere demographic locator, use CRM as a perpetual data gathering device of relevant issues involving each A in your garden. Use alerts to flag each individual and ensure that you are always current with your contact. Learn to pay intense attention. Learn to listen and develop the habit of capturing updates in your dossier.
Now about that book I mentioned. The real genius to cultivating permission based relationships is the skill of listening and authentic communication (Intteract and Influence)
Mark Goulstein, MD has just released a book (Just LISTEN) so important to all of us that seek to be of influence with others that I wanted to alert you to this nurturing power tool for your tip shelf. It is about gaining access to and ultimately becoming an authentic influence on others, along with specific ways of getting through to absolutely anyone. His vitae includes an MD, Psychologist, trainer to FBI and CIA in non violent hostage negotiations and non violent and non medical interrogation techniques.
Developing the sensitivity to really, Just LISTEN, will make you a better nurturer.
Good Nurturing
Jim
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