Welcome Professionals…
…Do you do checkup calls with target clients sometimes? Calling clients you haven’t worked with for some time to see whether they have a current need that could be turned into your next assignment? I do.
Doing a call is always much more personal than sending an email. We will also be able to gather much more information in a two-way conversation instead of an interchange of emails. In a personal phone call, we are able to submit much more meaning behind the words and bring across our personality.
On the contrary, the spoken word may reveal our current state of mind much easier than a written text. This can be a disadvantage sometimes. I used to do these kind of checkup calls one after another when I was desparately looking for the next project. Not a good idea! Too much pressure and anxiety will be transported in that client conversation. It is an unconscious setup for failure.
Instead, we want to do business development calls when we are at our best. Maybe when we have just won another contract or when we have had another success. This is actually the best time to make such a call. It seems counterintuitive to ask for more work when you have just received an assignment, but psychologically it makes sense. We want to feel confident and relaxed.
If a current success story is not in reach and you still want to make this calls, at least get yourself into a good mood. For example, I go for a walk in the sun while doing the phone call instead of sitting in the office starring at my computer screen. Try it, it makes a huge difference!
Wishing you lots of new client
Malte
Thursday Night Flight is brought to you by Malte Müller Professionals. Sharing best practices for top management consultants on topics like communication, client handling, problem solving, appearance, and fitness. Check out www.mm-professionals.com for more material and free resources!
