World Class PSO: Daily Thought

One of my consultants recently commented that it is harder to build relationships with clients when working remotely than it is when working onsite. He makes a great point. One of my colleagues says that some of the best sales meetings happen after the sales call as he is walking out to the reception desk with the customer. That can be true with consulting, too.

I think we over look the importance of those short, informal, and non-threatening conversations we have with our customers as we are walking to or from the conference room, and it can be hard to have the same informal chats when we are on a bridge waiting for others to join. So what can we do?

On ideas is to use the information available to us. We have more and more information at our disposal online. Take a few minutes to see if the meeting attendees are on LinkedIn and try to learn about their experiences and background. Don't go all "Big Brother" on them, but see if you can use that information to make a personal connection that lightens the mood.

I recently did something a little more bold...ok, just a little more...In a meeting last night, I made a reference to doing a song and dance. The client commented on wanting to see a video of that. Now, I certainly wasn't going to send her a video from my cousin's wedding last summer, that's for sure. However, as a joke, I sent her the clip of Elaine from Seinfeld doing her crazy leg kick dance. We all had a good laugh, and I showed a little of my personality. Next time, we might have an easier time with the light chit-chat that helps lower the barriers...it also showed her that I was listening to her.

Having fun with your clients and exposing yourself for who you are is a good thing - as long as it is done professionally.

So, how do you break down barriers and build relationships when you work remotely with your clients?