Has this happened to you?
You meet up with a friend you haven’t seen in a while. She’s on your list to contact about your business, but you just haven’t made that contact yet. You want to break the ice, and you think she would be great, but you don’t want to approach her at the wrong time, or come across sales.
She may be interested, and maybe now! So, how do you get the conversation started?
This is where good language and a “detached” outlook become so valuable. Your goal in every conversation is to put people at ease, begin the process and not do a “data dump” on them.
This is where questions become SO valuable.
Remember this right up front – you aren’t trying to “get” anyone in. That is no way to start or run a business.
Whether you are making a phone call specific to the business, run into your friend or are out together and the timing is right, make sure you ask good questions, listen and then keep the conversation geared toward your prospect’s point of view.
Let’s say you run into Suzy, you ask how things are going and she begins to unload about her boss and how she HAS to get out of that dead end job.
The tendency might be to start spouting off about how great your business is and how perfect she would be, and she could fire that boss and on and on…
Instead, say something attention grabbing that will relate her back to her own reasons such as – “Suzy, I don’t know if you know this, but I have been working on a side business for the past few months. It offers a nice alternative for working from home, getting out of the corporate rat race while being home with the kids. I work with a number of highly successful, six figure earning women who have left behind their jobs through this company. Would you be open to learning more?”
Share a benefit of your business from her point of view. Don’t even mention the company or product to begin. It doesn’t matter at this point. Your goal is to engage her emotionally. If she is intrigued, the time will come to share the rest, and in the right way.
If you are specifically making the call about the business, get to the point right up front.
“Hey Suzy, I’m calling today with a business question to ask you and would also love to catch up, is now a good time?”
Now it’s okay to ask some simple questions that you both relate to, such as about the family and such, before diving in. Spend a few minutes and then YOU be the one to move the conversation to business.
The reason I called today Suzy, is that I have been working on a new business project for the last few months. I work with a lot of women who have left corporate America to work with this company and I know you have mentioned for a long time that you would love to leave your job. Would you have about 15-20 minutes some time soon that I could share some details with you? I think it could be a fit for you, but that’s something only you can decide.
When she says yes, schedule the time and then use the tools of your business to present the opportunity.
And, then get permission to ask a few more questions.
“Do you mind if I ask a few questions now?”
“Why? Why would you want to look at this? Have you looked at any other options? What’s most important to you in another career option?”
Great, thanks, that helps me a lot for when we connect on XYZ date. I’m excited to share the details and I hope you’ll find it something of interest, and if not, that’s okay. You may be able to offer some referrals of others. I look forward to your feedback! I’ll talk to you then!
Now, everyone is clear on the direction of the next appointment and you have already cleared the way for her to say “No thank you” and remember – success is 100% about getting an answer – not just a YES!
Have an outstanding day!