Firstly I must admit I am a bit of a serial networker and this week was no different. I attended three events and as I stood opposite person after person chatting and having fun I started to see a pattern. I would switch off and disengage mentally with the people who launched into their ‘elevator speech’ and started selling me on who they were or what they did.
What I realized was I didn’t care what they did UNTIL I knew who they were. The interactions I enjoyed were with the people I got to know and make a connection with and they were the ones I followed up with.
If you launch into a spiel at an initial meeting people switch off. They are just not listening and certainly won’t be picking up the phone the next morning, keen to know more about what you do or to place an order. When you are out at an event and you are in the “meet up” phase dont sell, just be you. At this point all people want is to get to know you.
Now the problem is most peoples first question is often “what do you do?” …it’s a trick so don’t fall for it. It is asked purely out of habit and politeness but remember no one really cares so tell them briefly but do not launch into a 10 minutes spiel.
Some fabulous alternate questions I have heard used at different events and by friends which may help you to think outside the square and be a bit more creative in how you talk with new contacts at any first “meet up” are:
Q What do you spend the majority of your time doing
Q How do you or your business make a difference
Q What are you passionate about
Q Personal questions to find common interests or about family
Q Whats exciting in your life at the moment
Happy focused socializing!
About the Author: Kirsty is an international speaker and author known simply as ‘the relationship building expert’. If you want to have stronger connections, larger networks and deeper more meaningful relationships with your clients then Kirsty is the speaker for your audience. With 15 years experience in every facet of the sales industry. Her outstanding career saw her ranked in the top 1 percent of individuals in RE/MAX’s global network of 121,000 sales agents worldwide. Kirsty’s sessions are energetic, dynamic and inspiring. http://www.kirstyspraggon.com.au
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on May 30, 2011 at 5:27PM
Kirsty – thank you for sharing your wisdom with the DSWA family. It was great seeing you at celebration too. We look forward to having a long and mutually beneficial relationship.