Winning Through Listening

How Tuning In to My Clients' Busy Lives Helped Me Seal the Deal

In business, success often hinges on more than just the services you offer—it's about how well you understand and adapt to your clients' needs. Ever wonder how simply listening can be the key to landing a contract? In this story, I’ll show you how understanding my clients' hectic schedules—and adjusting my communication to fit their needs—not only kept me top of mind but ultimately won their business. It's not just about the job; it’s about creating an experience that leaves a lasting impression. Let me share how tuning in made all the difference.

Why Staying in Touch Matters

I’ve had the pleasure of staying in touch with a few of my prior clients, not only because they’re great business owners with a fantastic sense of humor, but also because I respect the trust they’ve placed in me for previous projects. These particular clients, a husband and wife team who run a business while raising a family, are people I’ve always admired for their dedication to both their work and personal lives.

Recently, they reached out to me for a quote on a new photography project for a facility they had just acquired. They were excited to start marketing some of the services they would offer from this new space. At the same time, they were transparent and let me know they were seeking quotes from several other sources. I appreciated their honesty and openness, knowing that it’s a normal part of business for them to weigh their options. Naturally, I was happy to comply and sent over a quote right away.

Adapting to Clients' Busy Lives

However, as our conversations continued, there were delays in their responses. They apologized for the wait and explained that, as business owners with children, they were juggling a lot at once. I completely understood. Instead of feeling frustrated, I expressed appreciation for the heads-up and acknowledged just how busy life can get. I adjusted my communication style accordingly, keeping my messages warm and considerate of their time, always respectful of the fact that they were managing a business and a household.

I didn’t want to be overbearing or push them while they were juggling so much, but I also wanted to remain top of mind and show that I valued the opportunity to work with them again. By pacing my follow-ups thoughtfully and keeping the tone light and understanding, I was able to maintain the relationship and avoid any feelings of pressure on their end.

Winning the Contract Through Thoughtful Communication

Ultimately, they decided to move forward with the initial request for facility photos. I’m proud of the way I adjusted my communication to fit their needs, ensuring that their experience with me was positive from start to finish. It wasn’t just about securing the job; it was about being mindful of their time and understanding their challenges as busy business owners and parents. By listening and respecting their situation, I was able to build trust and foster a relationship that went beyond just delivering a service. That’s the kind of experience I strive for with all my clients, where the journey matters as much as the outcome.

Cheers

-Everett Rodriguez