Today I’d like to share with you a strategy tactic I’ve been using successfully to help foster relationships with new contacts. This strategy is useful at networking events, in general daily practice and anywhere you will be prospecting new leads for your business.
Basically, I use a 3-step formula I learned from Alex Mandossian when connecting with new people, but it’s the third step that I’d like to focus on today. This technique is also covered in Bob Burg’s book “Endless Referrals” which as an aside is a great read if you haven’t done so already.
The idea is this. Leave the first communication with a new prospective lead not with a business card or pitch, but by asking something like this:
“Tell me who your perfect prospect would be so I can know if I am talking to them.”
Psychologically, this accomplishes a few things. First, it gets them talking about themselves (if you follow this strategy, you won’t be talking about “your” business much, but that’s ok. It’s all part of the bigger picture plan covered in the book) but it also positions you as someone that cares about helping THEM. This is key in your lead generation efforts.
Think about that, when you are at a networking event most everyone else will be walking around trying to pitch anyone that will listen and hand everyone their business cards. Don’t do that. Instead, take everyones business card, connect and chat with them for a few minutes and end by asking the key question:
“Tell me who your perfect prospect would be so I can know if I am talking to them.”
Endless referrals has a great strategy to build on this, but can you see the power here? You now have their contact info, and have planted a seed that you are someone that can help them be more successful in their business. That’s power!
Next time you’re networking at an event try closing a few conversations with this line. See if you notice a change in those peoples perception of you.
Thanks for the great post. What a powerful phrase!! I will be trying it out my next event. Thanks so much
Gary
No problem Gary, I’m sure you’ll have great results with it.