Let’s say you’re at a cocktail event with prospective customers or clients — it is the holiday season, after all! Social etiquette dictates that you introduce yourself. When doing so, find an appropriate time during the conversation to reveal an “amazing fact” about your company or your product: “Well, we have a bit of news. Our company just received the Stevie Award for customer service; it’s like the Oscar of the sales business.”
To which most people will say things like, “Congratulations!” or “Very cool.” Or “Tell me more.” If someone says that, tell them more. Of course, prospective clients or customers will probably respond with more affirmative comments, and you might say: “We’re quite proud of this achievement. Customers tell us it is just one more reason why they choose to do business with us. But enough about us, what’s going on with your company?”
At this point, what have you accomplished? You’ve shared specific good news about your company, you’ve used language that differentiates yourself from the competition, and you’ve used your process skills to deftly turn the conversation toward a prospect — encouraging that individual to talk about himself and his business. Congratulations!
Is there risk involved with this approach? Sure. So, my suggestion is to be confident, not cocky; be assertive, stopping just shy of aggressive. (When people tell me they’re uncomfortable talking about what’s going on with them or their company, I can’t help but think that they must not be very proud of what they are doing.)
Your effective use of language and a self-assured demeanor will reveal you to be the natural choice should these people ever need your services.
Just remember to be cognizant of your target audience, a given prospect’s personality and the culture in which you are operating. Also be aware of regional and cultural differences. What’s friendly conversation in Philly could be perceived as overly aggressive in Fargo. What’s considered a typical sales presentation in New Jersey might offend in Nebraska.
Here’s to a terrific new year! Cheers…