>> Thursday, July 23, 2009
I attended the AAAA's New Business Seminar yesterday, conducted by Mark Schnurman (I'm a BIG fan of Mark Schnurman).
I've been to several new business seminars in my day, and every time I learn something new. Not always about new business.
Mark threw a little nugget out into his audience yesterday that has really struck me, and I'm dying to dive deeper into it.
We often talk in new business pitches and in client relationships that it's all about the chemistry. We talk about the chemistry between two people or two groups of people as almost being a result of luck. These folks just happen to hit it off.
BAM -- instant chemistry, how lucky is that?
Yes, maybe that happens once in awhile. But most of the time, good chemistry is a skill, as Mark says. It's a true understanding of human behavior and then using it to give people what they want.
Chemistry is a result of knowing your audience and giving them what they want, how they want it, when they want it. The miraculous result? Great chemistry.
Along with great client service and an edge in new business pitches.
But of course there's great chemistry. The client is happy, and you feel great that you've made your client happy.
Now of course the trick is learning how to truly understand human behavior. We'll leave that for another seminar.
Hope this finds you well -- Jim.