Were you serious about that?
Posted by Cathy Mahady on Thursday, November 26th, 2009
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A couple of weeks ago, a business partner, Tracey Gilmore, and I did a corporate training call on working with your local warm or approach market.
The training taught distributors to pay attention, to listen to the clues that others give you during normal conversation. When you have done a good job of paying attention, you’ll hear someone say, in some form, “I really want to upgrade my lifestyle.” Whether they are saying I want to do or I want to have, they are offering clues. Unfortunately, it is easy to want to immediately jump in and offer the solution. The solution being your business opportunity.
However, Tracey gave a bit of advice that I think gets missed by many people. I have heard Tracey, on several occasions of describing her interactions, say, “It wasn’t the right time to bring up my business.” But she definitely took note of the conversation and set the intention to follow up with the person a week later. Now that may seem hard to do when you are in the moment and you know you have a better way for them to achieve what they are so freely expressing to you. But waiting is really the better way. Your patience will give you and your opportunity more credibility.
So a week or so later, get back in touch with the person and mention to them, “I have been thinking about our conversation last week. You mentioned (and specifically name what they talked about), were you serious about that?”
If they reply in the affirmative, state, “I think I have a way for you to get / do that. If I give you a CD (or whatever marketing material your company uses as a pre-qualifier), would you listen to it so we could discuss the possibilities in a few days?”
This approach of waiting to bring up your business and then asking if they were serious about what they were saying is a much more powerful method of sharing than doing an immediate attack on someone.
Give it a try and then let me know your results.
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