Ask The MD: What Are Your Top 3 Priorities In Business?

 

In the 10th instalment of our ‘Ask The MD’ series we ask the question ‘what are your top 3 priorities in business?’. Find out the answer in this video featuring our Managing Director, Owen Richards, and sister company Forrest Marketing Group’s Managing Director, Richard Forrest.

 

 

 

 

How to build rapport in a socially distanced world

Building rapport is essential to creating successful business relationships. It is a well-known belief that body language accounts for 55% of our communication effectiveness. Tonality accounts for 38% and our words just 7%. But in a world where it’s difficult to meet in person right now, how do you make sure you’re communicating as effectively as possible?

Post-Covid-19, people are seeking connection more than ever before; it’s time to capitalise using methods that will keep your prospects engaged and help you build that trust and affinity that leads to longstanding relationships.

Get your body language right: On a video call, presentation matters. Keep your attention on the call, make eye contact and demonstrate your interest in what they have to say through positive body language. Even if you’re on a voice call, endeavour to correct your posture and smile. It will have a positive effect on your communication style, your energy, your tone and even your vocabulary.

Say their name: When you use your prospect’s name regularly, you reassure them of your interest and hold their attention.

Mirroring to establish connection: If you mirror the way your prospect speaks, you will focus more attention on your words and sentiment rather than their surroundings. If they speak slowly, try to replicate it; if they speak quickly, try to keep up with their pace.

Tailor your approach: Try to identify how your prospect approaches business and tailor your own approach to suit. Some people tend to be conceptual and strategic and don’t like getting bogged down in detail. Conversely, detail-oriented people will be reassured by a detailed and analytical approach.

Matching communication style: Identify quickly if your prospect is a visual, auditory or kinesthetic communicator and match their style.  Listen for words like; see and look (visual), hear and listen (auditory), feel and sense (kinesthetic). Your prospect will feel better understood and a stronger connection if you mirror their words back to them using statements like: “let me show you”, “I hear what you’re saying” or “I sense there is an opportunity here”.

Active listening: Listen closely to what your prospect says and reaffirm their thoughts back to them, where you can to show that you’ve listened and are committed to finding the right solution for them.

Ask searching questions: These questions give your prospect the opportunity to talk about their pain points and give you far greater insight than limiting them to a ‘yes’ or ‘no’ response. It also fosters a much more organic conversation, and the more your prospect is involved in the conversation, the more engaged they’ll be.

Demonstrate your expertise: Establish who you are and shed light on the problems you solve for customers, staying focused on the end-user benefits. This is where you can compound your active listening skills by demonstrating how your service could make a difference to their business.

Show empathy: Use phrases like “I understand where you’re coming from”. Showing genuine empathy helps you to gain the prospect’s trust and leads them towards accepting that you really may be able to help.

Communicate the purpose of your call: Always communicate clearly and professionally, the desired outcome of your conversation. Your prospect will appreciate knowing the purpose of your call from the outset and they will see that you value their time. At Air, we’re experienced in building rapport and shaping the right sales approach for our customers. To hear more about how we can help you achieve your sales goals, get in touch today or call us on 0345 241 3038.

Expert Sales Advice: How To Manage Mental And Physical Wellbeing When Social Distancing

 

In this episode of our ‘Expert Sales Advice’ series, we ask the question ‘how do you manage mental and physical wellbeing when social distancing?’. Find out the answer in this video featuring our Managing Director, Owen Richards, and and sister company Forrest Marketing Group’s Managing Director, Richard Forrest.

 

 

 

 

 

Expert Sales Advice: How To Manage A Team When Working From Home

 

In this episode of our ‘Expert Sales Advice’ series, we ask the question ‘How do you manage a team when working from home?’. Find out the answer in this video featuring our Managing Director, Owen Richards, and and sister company Forrest Marketing Group’s Managing Director, Richard Forrest.

 

 

 

 

 

Expert Sales Advice: How To Maintain Team Spirit & Motivation During Times Of Uncertainty

 

In this episode of our ‘Expert Sales Advice’ series, we ask the question ‘How do you maintain team spirit and motivation during times of uncertainty?’. Find out the answer in this video featuring our Managing Director, Owen Richards, and and sister company Forrest Marketing Group’s Managing Director, Richard Forrest.

 

 

 

 

 

Expert Sales Advice: How To Turn Your Usual Face To Face Meetings Into Successful Video Calls

 

In this episode of our ‘Expert Sales Advice’ series, we ask the question ‘How can you turn your usual face to face meetings into successful video calls?’. Find out the answer in this video featuring our Managing Director, Owen Richards, and and sister company Forrest Marketing Group’s Managing Director, Richard Forrest.

 

 

 

 

 

Expert Sales Advice: How To Utilise Your Time If You’ve Been Furloughed As A Sales Professional

 

In this episode of our ‘Expert Sales Advice’ series, we ask the question ‘How should you utilise your time if you’ve been furloughed as a sales professional?’. Find out the answer in this video featuring our Managing Director, Owen Richards, and and sister company Forrest Marketing Group’s Managing Director, Richard Forrest.

 

 

 

 

 

Expert Sales Advice: What To Do When The Market Begins To Pick Up Again

 

In this episode of our ‘Expert Sales Advice’ series, we ask the question ‘what should I be doing when the market begins to pick up again?’. Find out the answer in this video featuring our Managing Director, Owen Richards, and and sister company Forrest Marketing Group’s Managing Director, Richard Forrest.

 

 

 

 

Expert Sales Advice: The Importance Of Keeping Sales Going During This Time

 

In this episode of our ‘Expert Sales Advice’ series, we ask the question ‘how important is it to keep sales going during this time?’. Find out the answer in this video featuring our Managing Director, Owen Richards, and and sister company Forrest Marketing Group’s Managing Director, Richard Forrest.

 

 

 

 

 

 

The Leaders Council Podcast

Owen Richards from Air Marketing Group appears in Leaders Council podcast alongside Geoff Hurst.

The Leaders Council of Great Britain and Northern Ireland is currently in the process of talking to leadership figures from across the nation in an attempt to understand this universal trait and what it means in Britain and Northern Ireland today.

Our Managing Director, Owen Richards, was invited onto an episode of the podcast, which also included an interview with Geoff Hurst. Host Matthew O’Neill asked both guests a series of questions about leadership and the role it has played in their careers to date.

Matthew O’Neill commented, ‘Hosting a show like this, where you speak to genuine leaders who have been there and done it, either on a national stage or within a crucial industry sector, is an absolute honour.’

Lord Blunkett, chairman of The Leaders Council of Great Britain and Northern Ireland said, ‘I think the most informative element of each episode is the first part, where Matthew O’Neill is able to sit down with someone who really gets how their industry works and knows how to make their organisation tick. Someone who’s there day in day out working hard and inspiring others. That’s what leadership is all about.’

Listen to the full podcast below.