How Do You Start The Conversation With A Prospect?

Determine what it is they are wanting to achieve, and help them in any way you can to help them achieve those results.

Depending upon where I happen to be at the time I meet people, my standard mode of operation is a smile and a hello, ask their name, give mine then make a comment about the environment. Comments range between appreciating the architecture or expressing my attraction to the color of the wall paper, observing an odd looking plant, something. Then ask the listener if it's their first time in the location.

Depending upon how the person responds I immediate discern if that person is open to chatting or in a hurry to move forward with their day. A quick nice to meet you if they are in a hurry.

If the person is open to chat my SOP is to ask the person about themselves expressing genuine interest in them, where they are from, what attracted them to the location.

Because I like to talk, it is easy for me to learn and discover things about the person. Inevitably they express things that are common to us both.

Eventually, asking what the person does professionally, how long they've been in the field they're in will enter the discussion.

Again it is always about them, expressing real interest in who they are, what they do and their interests.

This works quite well for me. If I meet 10 people, I close 7 into an opportunity to continue the discussion. From the second discussion expressing added interest in things mentioned in the first talk, of the 7 met 3 become clients.

It's all in the feel for the person, their interests, challenges in what they do. The 4 that did not close become colleagues and contacts which I add to my database where I can share tidbits of information discovered that may be of interest.

I've had great lunches, attended interesting events, met more people and I stay engaged with real people in real markets.

This method works well for me which I've developed over the course of my lifetime. It works because I am not leading with an attempt to get their business. That comes much later after they've had a chance to get to know me, we've shared a few giggles and found common ground.

I focus less on "hooking a prospect" and more on how I can help someone by getting to know them. Whether it benefits me monetarily or not, helping someone out has never hurt my businesses. If you prove to be useful to them, they'll remember and naturally want to return the favor either through a referral or a direct sale.

The first conversation should be focused 100% on relationship building. Look for things that you have in common. Sports, mutual interests, favorite charities, golfing, fishing and family values.

Ask about why the person decided to get into the business they are in. See if you have any mutual friends and it will take on a life of it's on from that point.

Then began to educate them on what you do, don't give a sells pitch, and bingo now you're on first base. You just set the hook, now reel them in!

Being more of an introvert, it is hard for me to get the conversation going. Once it is started, I typically don't have problems answering questions and letting people know what I do. I would love to know the "secret" to starting a conversation with total strangers and letting them know what I do with my business. I think from there it is a matter of them needing my services or knowing someone who does.

I never think of a person as a prospect. A person is a person. If you speak with them as a person and they reveal a pain which may position them as a prospect, they are still not a prospect...they are a person with a problem for which you might be the solution. At that point, I love to say...how can I help you? I might be able to offer advice on the spot or we might agree to a cup of coffee to have a more in-depth and private conversation. If my advice helps them solve their own problem, I'm happy. If the challenge is more complex and requires the full measure of my expertise, then we can have a conversation about establishing a business relationship.

Whether is be in person or over the phone; let them know the "why" they need your product or service. Do not inundate them with the what your service or product is, that will be a future conversation. Focus on what problems your service or product can solve. My service or product can help you_______

My 3 essentials are: 1) Make the prospect feel like they're not alone. If you give the idea that this is the first time you've heard of the problem, the potential client will think you're a beginner or not experienced enough to handle their problem. Comfort their situation by saying you've seen their situation dozens of times. 2) Avoid "celebrity shock." You might be dealing with someone who is far more popular than you are. Don't get overwhelmed by names and celebrity status. Show them you are not intimidate and that you are at their equal level. 3) Be firm that you are checking them out just as much as they are checking you out. If you smell a rat and feel at any time that this is just not a good fit, say you will tell them so.

I would much rather have crew of people with integrity working for me than those trying to scrape the bucket to get by.

Learn about their business first, I don't even begin the conversation about me or my business. Focus on what they do, as you learn about their own business you will better understand how you can help out.

This has helped me build trust, and also make sure what I do is valuable for their own business.

Ask them about their business, their story, and their passion. I've found that most prospects love to share their story and people so rarely ask them about it.

Probing questions related to their challenges, pain points, problems they encounter in their business directly related to your service is a great way to guide the conversation, look for ways you can truly help them. Be authentic and relax, don't be too hungry for the sale or it will show.

I've seen this be a very effective approach.

Happy prospecting, and Market On!

Ian