Theater brings me and my wife a lot of pleasure. You never know exactly what is going to happen. Sometimes, seeing a play gives you a completely different perspective on life.
Being a business owner (or a manager or an employee, for that matter) requires you do some of the same tasks that theater people go through putting on a performance. Here are four of them.
Know Your Script
Good companies have systems and processes for most of what gets done repeatedly. When selling, the major talking points that define how a company understands and solves problems for clients need to be defined. Otherwise the salesperson can end up making promises that can’t be kept.
Read Your Audience
Knowing the script is the first step in putting on a good performance. But after that, you must know who you are performing for.
If you are running a project for a young couple with a child or two and both of the couple work, what you say is going to be different than if you are working with a retired couple with a lot of time on their hands.
Understanding your audience is key to being successful in the long run.
Tune Your Delivery Accordingly
The young couple needs to have info delivered concisely. Getting to the point sooner than later is important. They have so much going on in their heads that the project manager needs to make sure that what is discussed is agreed to.
The older retired couple will need some bonding and rapport time on the part of the project manager. They are moving at a slower pace and likely will be interested in the project manager’s back story, not just getting down to business.
Get Them by the Jugular
A good performance leaves the client feeling well-served and assured. Closing the interaction should be done carefully so that the client has a good story to tell their friends. Generally, the end of a performance is crucial to the audience’s appreciation of a play.
Recapping the major points that were discussed and being clear about who will do what and by when leaves the company’s clients feeling smart. This being done by both the salesperson and the project manager provides a consistent positive experience for the client.
Remember, the client will be telling stories about the performances. What story do you want them to tell?
Looking at your interactions with clients in the manner I have described will get your company more business. So, learn the script, rehearse with your fellow workers, perform and get great reviews!