Playing classical music while working has been correlated with increases in mental function and spatial reasoning.  Certainly, this idea can be of great value if you are studying for exams certifications, or just trying to get mentally strenuous projects completed.  This effect is not what I am referring to.  

Music has a way of eliciting a response, positive or negative.  I prefer listening to something with a driving beat and a faster tempo if I’m working out or going for a run. Country music will be my choice if I’m doing yard work or fixing things around the house.  If I’m relaxing with a glass of wine, Sinatra or Nat King Cole makes the experience that much better. The point is, different music pairs well with different experiences.  

At my office, the first time I meet a new client, right off the bat, I usually ask what type of music they listen to.  This serves a few purposes. First, most people are aware of ambient music around them throughout the day. When they’re in the car, they get to choose their genre, when they’re at someone’s office, they usually don’t.  If you tell me you love country music and I immediately change the station to SiriusXM’s ‘The Highway’, I start our first interaction with you feeling like the focus is completely about you. Before I even ask what your pain is, or why you’re wearing a knee brace, I’ve given you the chance to answer a, non-intimidating, personal question and we start the session with an immediate connection.  It may sound too simplistic, but it’s not.

Even though you’ve just met me, I’m no longer perceived as threatening, because we’ve agreed on something you like to listen to. The result of establishing this common ground causes your heart rate and blood pressure go down. You can take a breath and start letting your guard down, which lowers your pain response, and allows me to solve your physical problem faster.  

There are also times when I make the music choice for you.  For example, if you come to see me because of a raging headache that hasn’t gone away for a week, I’m not going to keep playing classic rock.  I’ll turn to a quieter acoustic or smooth jazz station so I don’t continue to overwhelm your nervous system with a lot of stimulus. I’m setting you up for success by controlling the environment.  The next time you come in, I will have your favorite music playing as soon as you walk in. Guess what? You’re primed and ready for a great appointment. 

This doesn’t only work because it’s music, it works because of personal connection and recognizing the background experience for each and every client.  Start looking for ways to relate to your clients as soon as you meet them. Put them at ease and connect early, and you’ll find it becomes a breeze to establish the two things every great business relationship possesses; trust and credibility.   

Now go start relating!