Are You Steering or Engaging?

In the dynamic world of community banking, it’s crucial to differentiate between steering a conversation and genuinely engaging. Understanding this distinction can significantly impact your interactions, whether you’re in sales, leadership, or everyday business operations. So, how can you tell the difference?

Steering 

When you have a script or a specific goal in mind, you’re steering the conversation. This approach involves asking questions, but the intent is to create a connection, build tension, or move the discussion forward towards a predetermined objective. It’s a directed process where the end game is clear, and every question serves the purpose of steering the conversation in a desired direction.

For example, in a sales context, you might ask questions about a client’s needs and pain points. However, your primary goal is to highlight how your bank’s products or services can address those issues, ultimately leading to a solution or sale. The conversation is structured, and while it may appear interactive, it is largely driven by your agenda.

Engaging 

Conversely, if you’re willing to genuinely learn and possibly change your point of view as a result of the conversation, you’re engaging. This approach is rare because it requires openness and a readiness to adapt based on the new information you receive. When you’re engaging, your questions are not loaded with an agenda but are instead aimed at understanding the other person’s perspective.

In this scenario, your goal is to gain insights, build a deeper connection, and potentially shift your stance based on what you learn. For instance, in a team meeting, if you ask for feedback on a new strategy and are open to altering your plan based on the input, you’re truly engaging. This fosters a culture of collaboration and trust, as people feel heard and valued.

Clients Can Tell 

The key takeaway is that people can sense the difference. When you’re steering, it can often feel one-sided and manipulative, whereas engaging fosters genuine dialogue and mutual respect. In today’s community banking environment, the ability to engage rather than steer can lead to more authentic relationships and better outcomes.

So next time you engage in a conversation, ask yourself: are you steering or are you engaging? Your approach could make all the difference.

By adopting an engaging mindset, you’ll not only enhance your interactions but also build stronger, more trusting relationships within your community bank and with your clients. Let’s embrace this approach and see the positive impact it can have on our teams and our business. Contact our team for more information.