Theodore Roosevelt once said, “Nobody cares how much you know until they know how much you care.”

I was reminded of this quote after an incident involving a potential new client.

I had an introductory phone call with this man. After the call, I sent him a proposal. The proposal mentioned three points: 

  • What he had said during the call
  • What I had said during the call 
  • My recommendations for how he could solve his problem

When I spoke to him the next day, he raved about this letter, and said he would include those same three points when he emailed his clients for the first time.

The reason he loved my email was because it showed I’d listened to him. That, in turn, made him feel valued.