46 september/october 2016
7 ways to engage a client
1. Smile more: A smile is disarming and can help you
with your own body language, as it will remind you
to be mindful of how you come across with your
words and actions.
2. Use the client's name often: Remember her
full name. Use courtesy titles unless you've
been given permission, on her insistence, to
use her fi rst name.
3. O er a beverage on arrival: This person is a
guest, and off ering a beverage will help her
remember that she should act accordingly on
your turf.
4. Greet clients with a two-handed handshake:
This is a simple gesture that says, "I'm going to
care for you." It's warm, inviting, and inclusive.
5. Make eye contact: Use a comfortable amount of
eye contact to connect and engage your client.
Let her know with your eyes that she is your focus.
6. Give the client compliments: Each client has
something positive about her, whether it's her
shoes, hair, dress, bag, or car. Pick something
appropriate that you notice.
7. Ask about the client's week: Make easy chitchat.
Don't talk about yourself unless you're asked. She
is the focus and the object of your attention.
