As we enter the fall season, it’s my pleasure to bring you the third TMA Chicago/Midwest newsletter of 2024. Staying on the “Success Through Service” theme from our chapter President, Jack O’Connor, we will have a look at how you can communicate in a different way to turn your service into more success.
Last week when visiting a client in Alabama, a discussion with a respected board member reminded me of an often overlooked aspect of communication – listening. During my interview with the board member, he kept asking very relevant questions that impressed me, and that required a thoughtful response. He was clearly not just listening to me while preparing his next monologue of what he has done for the company in the past – but was truly interested in the approach and changes that could be made to make the company perform better.
We can all benefit from this deep listening approach in our client relationships, and especially in our networking and business development. How different will your networking be if you can ask all the questions needed to make sure you know exactly what type of referral to send to every new person you meet? And then record that information and follow up with sending that person relevant leads, articles or ideas around their key need. That effort shows that you care about them and have really listened to them.
For some people this comes naturally, but for many of us it does not, and requires frequent practice and reminders. Find a way that works best for you, but use this note as your reminder to adjust how deep you will listen and react to the needs of people you network with in the weeks ahead – and you will see that your service will be so much more appreciated, and your success will increase as an unavoidable result.
Jack is right – there are many ways we can use effective communication to get “Success Through Service”.
Kobus van der Zel, CTP
VP Communications, TMA Chicago/Midwest
Interim and Business Improvement Services, MorrisAnderson and Associates, Ltd.
