Mo shares his insights from the habits of Nancy Duarte.
- Empathy was the common thread found through all the content of Nancy’s interview. When it comes to a first meeting, whether that’s meeting someone for the first time or with a new offering, most people start off with the intent of talking about themselves, and one of the biggest transformations Mo sees with his clients is to turn that around.
- If we are truly thinking with empathy, our mind is not thinking about closing the deal. We’re trying to be helpful and get the client excited about getting our help.
- Follow-ups like a give-to-get, video training, or books are great investments in the potential client’s success.
- Follow-ups come in four main forms; technical, procedural, relational, and big ideas. Those four touch on the four ways that people think, and good follow-ups generally span all four and are framed in a way that gets the client excited.
- Great relationships turn to commercial success over time. The problem comes in when you are going into a meeting trying to sell, because then you are less likely to be listening with empathy and securing the follow ups you want.
- Story is the most memorable way of communication. When people are listening to a story, research shows that the areas of the brain light up in a way that mirrors the story.
- If you tell your stories in the right way, you’re connecting with your audience in an empathic way where you are both feeling the same things at the same moment.
- Get great at your origin story, a product story, and a client story. Deliberately practice them and hone your story telling skill. Build a list of the kinds of stories that you would like to use to connect with clients.
- We communicate best with stories that involve you and another party. Your ‘We’ story allows you to harness empathy and allows the audience to come along the ride with you in a way they can identify with.
- Empathy is the key to successful business development. It’s essentially about always serving other people, being proactive, and helping your clients succeed.
- The more you help others achieve their goals, the more of your goals you can achieve.
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