10 Feb '13, 11pm

How to Create ‘Passion Pieces’ That Inspire People to Link

Engage your client in conversation – often outside a formal meeting is best. You’ll want to test the water and build some rapport. One of the best quotes I’ve heard on this comes from a Greek philosopher, Zeno of Citium around 300 BC. He said, “we’ve got two ears and one mouth, and we should listen and talk in the same proportions. So practice being a good listener, ask questions and don’t be afraid of silences. Many people find silences awkward and if you occasionally stay silent for a second or two, your client will want to fill the space - and you can get insights into their passions that you otherwise would not have got. Check through your client’s website and company literature – read as much of it as you can and pick out clues as to what their passions might be. Draw up a list and introduce the items into casual conversations. I like to use this casual approach first...

Full article: http://searchenginewatch.com/article/2239962/How-to-Creat...

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