Why are you always having trouble getting new clients? Because you don't understand these 2 laws of effective communication

On weekends, my good friend Xiaojing and I have dinner together.

As soon as we met, Xiaojing couldn't wait to ask me: I am now doing editing work, and my task is to ask those big experts for drafts. But they are so busy with their work that they have no time to write for me. Although I've contacted them several times, they just can't remember me! What do you say?

I asked her: So how did you communicate with those big experts?

She reluctantly said: Experts are very busy with their work and have no time to answer the phone. Most of our communication methods are WeChat and text messages... but most of them are gone and never returned. Why is it so difficult for me to do this job!

Why are you always having trouble getting new clients? Because you don't understand these 2 laws of effective communication

Xiaojing encountered difficulties in her work, but it was actually a communication problem. The expert doesn't know you, why should he take the time to reply to you? You don't have an important place in his heart, why should he do things for you?

Why are you always having trouble getting new clients? Because you don't understand these 2 laws of effective communication

Why can't people remember you?

In today's era of information explosion, I can come into contact with a large amount of information every day. Even an ordinary person like me has 1,500 WeChat friends, but there are almost 200 people who can really maintain communication, but maintain efficient communication. Yes, it’s good to have 50 people. If you can really stick to the top of WeChat, there are usually only about 10 people. This is your VIP.

The main reason why Xiaojing's work is difficult to carry out is that she is not impressed by the experts, and the experts do not think this matter is very important. Digging deeper, there are roughly three levels.

01 Lack of human resources

The network is the "interpersonal network formed through interpersonal relationships", and the network resources include the blood connection, the geographical connection, the academic connection, the business connection, the guest connection, the casual connection, etc. Because Xiaojing entered the media publishing circle for the first time and lacked a certain network of resources, it was difficult to carry out her work.

Why are you always having trouble getting new clients? Because you don't understand these 2 laws of effective communication

02 No character creation

"Personality" refers to the character image setting and personal impression positioning. If a person has no distinctive characteristics, it is difficult to be remembered. Then, find your personal label, that is, be a good person, and it will be easier for experts to remember.

For example, what is the platform behind you, what is your exclusive field, what can you do, what services can you provide for experts, and when he has this demand, he is the first to think of you, then your character design is relatively successful of.

3. Not building trust

The ability to connect and even cooperate between people is based on the most basic trust. If a relationship of trust is not established, deep cooperation cannot occur.

Why are you always having trouble getting new clients? Because you don't understand these 2 laws of effective communication

Using the "prime effect" to create a first impression

Experts are your customers. If you want to impress your customers and make them remember you as quickly as possible, then you must "strive to be the first" and use the first impression formed by the psychological "prime effect" , to establish a good evaluation in the minds of customers.

Psychological research has found that when meeting with a stranger for the first time, the first 45 seconds can determine the initial impression of a person, including gender, age, appearance, expression, posture, body, clothing and so on. The other party often makes a preliminary judgment on you based on the above characteristics, including your inner literacy and personality characteristics.

The first impression will occupy an important position in the other person's mind, and this "preconceived" first impression is mostly subjective judgment, but it will directly affect a series of subsequent behaviors.

For example, if you often attend some academic conferences, press conferences, press conferences, etc., there will usually be a "reporter asking questions" section at the conference. I always advocate that you should strive to be the first person to ask questions.

Why are you always having trouble getting new clients? Because you don't understand these 2 laws of effective communication

why?

As the saying goes: "One hit, one hit, three hits." The same is true for questions. When you ask the first question, the expert's attention is very focused. If you ask a valuable or challenging question at this time, just ask It will leave a deep impression on the other party, which will undoubtedly give you a lot of points. At the same time, the first question can effectively prevent the question from repeating or intersecting with others, so as not to cause embarrassment.

There are three prerequisites for striving to be the first, namely, pay attention to appearance, prepare questions in advance, and remember the names of experts.

01 Pay attention to the appearance

For a professional, neat clothes can give people a sense of being able, and it is usually recommended to wear professional clothes, which are not only simple and elegant, but also increase self-confidence.

02 Prepare questions ahead of time

Before participating in the conference, you should understand the topic of the conference in advance, familiarize yourself with the background knowledge related to the topic, and understand the research direction that the experts are good at, and inquire about the past experience of the experts. If you know yourself and your enemy, you can ask good questions, and good questions will impress experts, so they will remember you deeply.

03 Remember the name of the expert

Although we have never met these experts, be sure to familiarize yourself with the schedule in advance, memorize their names, and if possible, search the web for pictures of the experts and memorize their looks. Some people are prone to "face blindness" to strangers, especially in crowded public places. If you don't remember the other person's appearance and therefore call the wrong person's name, this is a very serious and low-level mistake.

Why are you always having trouble getting new clients? Because you don't understand these 2 laws of effective communication

The 30-Second Elevator Method Helps You Build Efficient Communication

We often see experts at conferences, and they all leave in a hurry. He has just finished his lecture, and more than a dozen people surround him at the same time. It's the 30-second elevator method.

In the early days of McKinsey's business, there was an important client. After the consulting staff took him off the elevator, he asked the staff: "Can you briefly describe the current results?"

As a result, because the staff was not well prepared and hesitantly did not mention the key point, when the elevator opened, the customer walked away, and McKinsey lost an important customer.

Why are you always having trouble getting new clients? Because you don't understand these 2 laws of effective communication

The 30-second elevator method requires us to deliver a clear, brief, and persuasive message to each other in a very short period of time.

In today's fast-paced life, when we describe our needs to the other party, we should summarize and refine the topic of the conversation and the issues that the other party cares about, and give them key points, so that the other party can be expressed by you in a very short period of time. content attracted. Don't be distracted by irrelevant information.

There are three main uses of the 30-second elevator method:

1. High summary method

Catch the key points and condense them highly to distill the most important and moving content. This article takes reporters as a case to simulate the relevant scene.

For example, when an expert finished his lecture and hurried to the door, we chased after him and directly said to the expert: *Hello, professor! I'm a reporter from a ** newspaper. Recently, the topic of ** has been discussed fiercely. You are an expert in this field and must have different opinions on this. I would like to ask you to do a short interview on this. It will take you about 3 minutes.

Such content not only expresses the need for interviews, but also expresses respect for experts, and it takes up very little time, so it is easy to impress experts for interviews.

2. Stimulate thinking

If there is a problem that cannot be explained clearly in a short period of time, we need to grasp the most important highlights, arouse the other party's interest, and lay the foundation for the next conversation.

Why are you always having trouble getting new clients? Because you don't understand these 2 laws of effective communication

In the same scene as above, the reporter said: *Hello, Professor! This year marks the 70th anniversary of the founding of New China. You are just 90 years old this year. You have made great contributions to the strength of New China and witnessed the development of New China. We are doing a publicity report on "Outstanding Persons in the 70th Anniversary of the Founding of New China", can you recall those important moments that you have experienced? We hope to have an in-depth conversation with you.

This kind of communication not only highlights the importance of this matter, but also highlights the personal value of the expert, which can easily lead to the recognition of the expert, thereby generating interest in the interview. Since it is an in-depth interview, it is not suitable for a crowded environment, so you can leave your contact information on the spot and agree on the time for the next meeting. This event will be considered a success.

3. Surprise words

This is just like our writing. Whether an article is good or not depends on whether the first few sentences can catch the reader's attention. Therefore, if you can "speak amazingly" in a short period of time, make the other party's eyes shine, and want to listen further, this is half the battle.

Under normal circumstances, the human brain can only remember 3 simple pieces of information, and it is difficult to remember more, so everything goes straight to the theme and the result, expresses important information, and tries to keep the amount of information within 3 pieces as much as possible.

In the same scene, the reporter said: "The 70th anniversary of the founding of New China, what an important historical moment! Many experts want to be interviewed by us, but our interviews have requirements, and there are really not many experts who can meet our requirements. You are one of them. It is a great honor for me to interview you. Can you confirm the time and place of the interview?"

Such a relatively strong description will make experts "a little surprised". It turns out that it is difficult for many people to be listed in this publication, so I should cherish this rare opportunity and show my work well. OK, nine times out of ten, this is done!