Do you feel like you don't have time to connect with your clients to develop accounts? I hear this often. However, you have the perfect business building tools in your office. You just have to use the tools you have.

Today, I held an interview with a new client to learn more about them. The interview was performed over the telephone because we are three thousand miles apart. The goal of this interview is to learn as much as possible about my client. Whenever I do this, I have to bite my tongue and count in my head - one - two - three - four, before I allow myself to interrupt the conversation. The temptation to talk and share is very strong and I want to interject comments as they open up. If I listen, really focused listening, I will gain valuable insight about them and what their goals are.

TIPS FOR A TELEPHONE INTERVIEW

• Schedule a specific appointment time for the telephone interview.
• Be prepared with 30 open ended questions to start the conversation.
• Don't interrupt the client and count 4 seconds before talking.
• Pretend you are a reporter who wants to know every detail with clarity.

Because you conduct these interviews over the telephone and not in person, you must learn to listen to every word clients use to describe themselves and their goals. I recommend locking your office door and instruct your staff not to disturbed you and ask clients to do the same. I can be thousands of miles away and I will learn more about a client in an hour than if I sat across from them at lunch.

When you don't understand something, ask follow-up questions for clarity. The questions are just a guide for the conversation and it is ok if the conversation strays off subject. It is best to weigh the conversation so clients talk 80% of the time. At the end of the hour, you will know more about the client and they will have enjoyed a unique experience, you will have demonstrated sincere interest and empathy by simply listening.

Try it! Client telephone interviews build business and you will be surprised how much you can learn by listening. You will discover how powerful quality time with clients can be to develop relationships with out ever leaving your office.