How to Win Friends & Influence People
As the holidays are upon us we might take a back seat and put our business on the back burner. We think that because people are too busy we stop prospecting. But it is during these busy times that we are provided a wealth of opportunity to recruit people into our business…
While there will be a lot of alcohol and possible Egg Nog during these social gatherings, we don’t want to use these events to throw up all over your prospects. The key is to ATTRACT more people to want to engage you.
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The two mistakes people always make when they prospect is that they either say too much or nothing at all.
You know this familiar experience when you are talking to people and they just seem like they would be a great prospect? Because you know they would be great you start telling them too much and use this opportunity to invite and present all at the same time. This is what I call throwing up because you will be left looking at the shock in your prospect’s face. No one likes the smell or look of barf and often people can sense it before it comes on. So don’t do it!
The other tactic you might use is not to say anything at all. Because you don’t know what to say you pretend like you are playing under cover agent and try to not engage anyone. This strategy doesn’t work either. Not for you and not for your business. This business doesn’t work if we stay in our comfort zone or avoid learning about people.
When we attend these social functions, we want to stay in the driver seat. How we do this is simply by ASKING the RIGHT QUESTIONS and learning about what is happening in the lives of other people. Finding out about people and their goals, passions and needs is the only thing you want to accomplish at these parties other than eating, drinking and enjoying yourself.
If you discover what people’s needs are it becomes far easier to understand how you can serve them and if they might be appropriate to take the next step with. Finding out if there is a need and if you can provide a resource for that need, provides people greater incentive to wanting to listen to you and possibly serving you as well.
Improving your social equity will lead to an increase in your financial equity. If all you stay focused on is your potential financial net worth, you will lose sight to what drives your business. Most of us have been guilty of this mistake. You know in order to survive in your business you need people to join. But people will not join out of desperation. They will join because they see value in you.
So learn to provide value by being responsive to people’s needs. Sometimes this is a phone number of another contact you might have, a reference. Sometimes this is just a listening ear. Sometimes this is your opportunity.
By listening and asking, you control the direction of your conversation. The key is to ask the questions and then to listen. Most of us make the error in talking too much and not listening. Like a conductor of an orchestra directs his musicians, you want to control the direction of the conversation.
During this holiday season, use these social events to your advantage and build your list of people. Learn about what is going on in other people’s lives, their families and communities. And most importantly see how you can be of service.
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