Lay the groundwork for your conversation with a new networking prospect. Use techniques that work. One tried-and-true technique is the
echo technique is an effective way to engage someone and keep them
talking at a networking meeting while you gather further Intel about
your prospect. Surveilling should always be a part of your technique,
as well, so you can later use such knowledge of the needs and desires
of your prospects.
Don't
get carried away using the echo technique; use it for no more than two
or three times in a row, or the other person will become annoyed.
Prospect:
“... my partner and I opened another store.”
You:
“Opened another store?”
Prospect:
“Yes, we were doing so well we thought another key location would
double our intake.”
You:
“Double your intake?
Prospect:
“Yes, we did all the demographics and moved forward to ...”
You:
(Time to abandon the echo technique) “Alright, you have my
attention. I'd like to hear more about how you accomplished that.”
Your
Success is Our Business
Happy Halloween! Scare your competition, not your clients.
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