Start Meaningful Conversations
I came across an article by way of Lifehacker this week, which detailed the value and how-to of starting meaningful conversations. 
In life you have to do this a couple times a month, maybe. In sales, you have to do this a few times a day.
And whether you're following up on an InsureMe lead or talking to someone on the metro, the opportunity for these conversations are everywhere.
Here are some tips for getting off on the right foot:
Don't be Negative Nancy. Sure, negative comments can break the ice, but given in a positive atmosphere (like a party or networking event), they can be a real turn-off. Even if the event is pitifully lame, a positive comment can improve the mood of the person you're talking to—and yours, too.
Ask the right questions. Asking questions is a great way to get people to open up, but no one likes a question master. Keep questions contextual and outside of the normal, "So, what do you do?" Author Ralph Jean-Paul suggests asking questions related to:
- Thoughts on the event or occasion
- Reasons for attending
- Who they are associated with (at the event) and how they are acquainted
- Past experiences at similar events
Find a common ground. Meaningful conversations don't happen unless two people find a common ground. The sooner you find that common thread between you, the sooner a connection can be made. The next time you're at a networking event, focus less on the number of phone numbers and business cards you get, and more on making a connection with a handful of people.
Be interesting and knowledgeable. I was a at a party this summer where I didn't know 90% of the people there. I struck up a conversation with one attendant about live music and indie bands, a passion of mine. Because I was knowledgeable about the subject, the other person felt compelled to continue our conversation, and so did I. I know the conversation was memorable and meaningful, because she has since asked our mutual friend if I'd be attending future functions.
Jean-Paul suggests these ways to keep on your toes in conversation:
- Read! Especially on topics pertaining to your hobbies and career.
- Stay hip to daily news, weather and sports. These topics almost always come up in conversation.
- Take information with you. Learn something interesting from one conversation? Share it in another!
- Tell a joke. They don't have to be complicated or provocative. Here's a favorite of mine: Q. What's brown and sticky? A. A stick.
Check out Ralph Jean-Paul's full article on having meaningful conversations and start incorporating these tactics into your sales toolkit!
Comments
I just attended a party last night where, when I arrived, I only knew the host. Those conversation openers would have been really helpful. But I do hope I don't have to rely on them too many times this holiday season.
Posted by: Lori | November 28, 2007 12:58 PM