How to be a better listener

listenToday’s Wall Street Journal has a great piece on how to be a better listener. While it’s useful in any conversational setting, it is particularly valuable when you are approaching a negotiation with a client.

Before a negotiation, for example, you should:

  • do a brain dump of pending work so you can pick it up later (so your mind is clear)
  • make a list of questions and topics you want to cover (This enables you to fully listen to the other person, rather than constantly thinking of what you want to say next.)
  • set an intention to talk 25% and listen 75% (yes, really!)
  • drop your assumptions of what the other person will say and just listen

 

Talking about prices with clients

Red Cash TagI am a big proponent of pricing by the project rather than by the hour; to me, it’s a no-brainer that both my client and I are better off if we focus on outcome rather than the amount of activity required. But what do you do if a prospective client insists on talking about your hourly rate at the beginning of a conversation?

Read More