Talk less and listen more. Remember, real empathy trumps erudition. It’s not that being smart isn’t important. It is. But being trustworthy is critical; and empathy engenders trust. What are clients really saying to you; what would they say if they could?
Get out of the office more each week. Become a professional observer, and truly see prospects and clients in their natural settings—at home, at work and at play. This is the only way to really come to understand them, what moves them, what pains them and what excites them.