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Slow Down to Win Customers

Slow Down to Win Customers

Winning new customers and keeping current ones happy isn’t helped by trying to work too fast. Customers are rarely as impressed by sheer speed as they are by clear evidence that you are trying to understand their real needs and make sure you can deal with them fully.

The easiest way to make anyone feel special is to give them your time and undivided attention. By slowing down, giving each customer more attention, and taking the time you and they need to work out what they truly want, you’ll get better results than the people who try to rush through their time with any one customer to hurry on to the next.

The Power of Attention

When someone gives you their full attention, you naturally feel valued and important. It’s an automatic human response. In contrast, if you get the feeling that the other person is paying you scant attention, it passes a clear message that something or someone else is more important than you are.

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It’s fatally easy when you feel harassed and under pressure to deal with other people, even customers, with the greater part of your attention elsewhere. If that is what happens, you will be sending that customer a silent message that, whatever words come out of your mouth, you are actually less interested in them and their needs that you are in something else.

It is a myth that pressure concentrates or focuses the mind. The reverse is true. Under pressure, human minds do not work so well. Anxious brains are far less effective than calm ones. Look at the problems many people experience with examination nerves, or how they become flustered and anxious when they must give an important presentation. No one can think as clearly in a rush as they can when they feel calm and relaxed.

Slowing Down Helps Focus

The best way to restore full focus on the task in hand, or the customer in front of you, is to slow down. Which is better: to rush from client to client, never quite giving any of them your full attention (and so gaining little or no business as they respond to the sense they are of little value), or to deal with fewer clients in a day and give each your full attention? If you take the second course, you can be nearly certain you’ll win more business overall.

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Customers prefer to deal with people and organizations that treat them well and make them feel important. They judge value by how well their needs are met and any problems they have are solved, fully and permanently. They aren’t interested in your sales quota or the pressures you face to make your budget. As far as each customer is concerned, they are the only one, and that’s how they expect, deep down, to be treated.

Quick Fixes Won’t Help

Imagine yourself as a customer with a problem or a concern. Which of these experiences will make you feel better?

  • Before you have even fully explained you problem, the sales person jumps in with a solution. You aren’t convinced he or she even listened to you properly. Besides, their suggestion sounds like an off-the-shelf answer. It works, sort of‚ but it doesn’t quite solve your problem to the full. You suspect you’ve been given the quick fix.
  • The sales person listens carefully, asks questions and seems to have all the time in the world to deal with you and your concerns. When you finish, the sales person asks for a little time to think carefully about what you said to be able to come up with a good solution. A day or so later, the sales person contacts you with a response that exactly fits your problem and leaves you confident it has been solved and you will face no further hassle.

Most sales people know the second approach is right. What prevents them from following it is unreasonable pressure from their own management, who often equate more business with more busyness.

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Time is a Precious Gift

Organizations that drive sales and customer service staff so hard that they cannot spend the necessary time with customers are shooting themselves in both feet. In their mad urge to maximize short-term results, they end by alienating their long-term customer base and driving them to competitors. Winning a new customer is extremely expensive; keeping an existing one saves costs and provides stable and predictable sales—the holy grail of most organizations.

Few gifts are as precious as your time. When you deal with people calmly and without haste, you increase their feelings of our value and their sense of confidence in what you have to offer. The harassed doctor giving each patient five minutes and a prescription will handle scores of people in a day, yet send each one away uncertain about their treatment and worried about the diagnosis. The school teacher facing too many pupils cannot spend enough time with any of them to make a difference to their learning. The overworked sales or customer service professional trying to deal as quickly as possible with current clients to free time to prospect for more, is forced into actions that are very likely to lose business instead of win it. The employer who forces this on them to supposedly save costs is acting in the most shortsighted way imaginable.

Slowing down seems counterintuitive when you are feeling under pressure, but it is nearly always the best way forward. Try it.

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P.S. You may already be aware of ChangeThis: It’s a site that publishes 15-20 page PDF “manifestos” on topics of interest to people who think about their world. To be able to publish a manifesto on ChangeThis, you must first submit a proposal. Visitors to the site then have the opportunity to vote on the manifestos they would most like to see written. Those with the highest number of votes are the ones chosen for publication.

Slow Leadership has submitted a proposal to publish a manifesto. You can find it here. Please go to the site and vote for us! That’s the only way to make sure the manifesto is published. Thanks. We need your help on this one.

Adrian Savage is a writer, an Englishman and a retired business executive. He lives in Tucson, Arizona. You can read his serious thoughts most days at Slow Leadership, the site for everyone who wants to bring back the taste, zest and satisfaction to leadership; and his crazier ones at The Coyote Within.

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Last Updated on September 28, 2020

How To Study Effectively: 7 Simple Tips

How To Study Effectively: 7 Simple Tips

The brain is a tangled web of information. We don’t remember single facts, but instead we interlink everything by association. Anytime we experience a new event, our brains tie the sights, smells, sounds and our own impressions together into a new relationship.

Our brain remembers things by repetition, association, visual imagery, and all five senses. By knowing a bit about how the brain works, we can become better learners, absorbing new information faster than ever.

Here are some study tips to help get you started:

1. Use Flashcards

Our brains create engrained memories through repetition. The more times we hear, see, or repeat something to ourselves, the more likely we are to remember it.

Flashcards can help you learn new subjects quickly and efficiently. Flashcards allow you to study anywhere at any time. Their portable nature lends them to quick study sessions on the bus, in traffic, at lunch, or in the doctor’s office. You can always whip out your flashcards for a quick 2 to 3 minute study session.

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To create effective flashcards, you need to put one point on each flashcard. Don’t load up the entire card with information. That’s just overload. Instead, you should dedicate one concept to each card.

One of the best ways to make flashcards is to put 1 question on the front and one answer on the back. This way, you can repeatedly quiz yourself into you have mastered any topic of your choice.

Commit to reading through your flash cards at least 3 times a day and you will be amazed at how quickly you pick up new information.

As Tony Robbins says,

“Repetition is the mother of skill”.

2. Create the Right Environment

Often times, where you study can be just as important as how you study. For an optimum learning environment, you’ll want to find a nice spot that is fairly peaceful. Some people can’t stand a deafening silence, but you certainly don’t want to study near constant distractions.

Find a spot that you can call your own, with plenty of room to spread out your stuff. Go there each time you study and you will find yourself adapting to a productive study schedule. When you study in the same place each time, you become more productive in that spot because you associate it with studying.

3. Use Acronyms to Remember Information

In your quest for knowledge, you may have once heard of an odd term called “mnemonics”. However, even if you haven’t heard of this word, you have certainly heard of its many applications. One of the most popular mnemonic examples is “Every Good Boy Does Fine”. This is an acronym used to help musicians and students to remember the notes on a treble clef stave.

An acronym is simply an abbreviation formed using the intial letters of a word. These types of memory aids can help you to learn large quantities of information in a short period of time.

4. Listen to Music

Research has long shown that certain types of music help you to recall information. Information learned while listening to a particular song can often be remembered simply by “playing” the songs mentally in your head.

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5. Rewrite Your Notes

This can be done by hand or on the computer. However, you should keep in mind that writing by hand can often stimulate more neural activity than when writing on the computer.

Everyone should study their notes at home but often times, simply re-reading them is too passive. Re-reading your notes can cause you to become disengaged and distracted.

To get the most out of your study time, make sure that it is active. Rewriting your notes turns a passive study time into an active and engaging learning tool. You can begin using this technique by buying two notebooks for each of your classes. Dedicate one of the notebooks for making notes during each class. Dedicate the other notebook to rewriting your notes outside of class.

6. Engage Your Emotions

Emotions play a very important part in your memory. Think about it. The last time you went to a party, which people did you remember? The lady who made you laugh, the man who hurt your feelings, and the kid who went screaming through the halls are the ones you will remember. They are the ones who had an emotional impact.

Fortunately, you can use the power of emotion in your own study sessions. Enhance your memory by using your five senses. Don’t just memorize facts. Don’t just see and hear the words in your mind. Create a vivid visual picture of what you are trying to learn.

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For example, if you are trying to learn the many parts of a human cell, begin physically rotating the cell in your minds eye. Imagine what each part might feel like. Begin to take the cell apart piece by piece and then reconstruct it. Paint the human cell with vivid colors. Enlarge the cell in your mind’s eye so that it is now six feet tall and putting on your own personal comedy show. This visual and emotional mind play will help deeply encode information into your memory.

7. Make Associations

One of the best ways to learn new things is to relate what you want to learn with something you already know. This is known as association, and it is the mental glue that drives your brain.

Have you ever listened to a song and been flooded by memories that were connected to it? Have you ever seen an old friend that triggered memories from childhood? This is the power of association.

To maximize our mental powers, we must constantly be looking for ways to relate new information with old ideas and concepts that we are already familiar with.

You can do this with the use of mindmapping. A mind map is used to diagram words, pictures, thoughts, and ideas into a an interconnected web of information. This simple practice will help you to connect everything you learn into a global network of knowledge that can be pulled from at any moment.

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Learn more about mindmapping here: How to Mind Map to Visualize Your Thoughts (With Mind Map Examples)

Featured photo credit: Alissa De Leva via unsplash.com

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