Business breakfasts or other networking events are a great opportunity to meet potential customers!
Then you know that!
What you might not know is a common mistake many make at these meetings!
The mistake is to think it’s you who has to start talking about you and what you do, to discover if you might be able to help them.
It’s a time waster!
Instead – Allow them to tell you about them and whether you might be of help – before you say a word about you!
You can get through a whole room and walk away with leads in one meeting.
Stop Selling and Start Discovering!
Here’s one way how!
Introduce yourself and in a lighthearted way immediately ask the question…
“So [Name] how can I help you?!!”
You’ll usually get a grin and the reply – “I don’t know! How can you help me?”
Too which you respond with a smile – “I don’t know either, though we can soon find out… Let me ask you…”
And immediately plant this question…
“If there is one thing you could change in your business that would make things better for you or increase your bottom line, what would that be if anything?”
If it’s nothing to do with how what you do helps people…
Ask the question again to discover whether it might be this person’s second (or even third) challenge.
If none of the replies has to do with what you do, let them know, excuse yourself graciously and meet the next potential customer.
On the other hand, if any of the replies has to do with what you do, probe deeper.
Then make a short statement followed by a question…
“The reason I’m asking is that I might be able to help you with that, and to save time today if you would like to give me your direct contact number and a good time to call you, I’ll briefly give you an overview and explore further about whether we might be of assistance… would that be OK for you?”
The answer was always “Yes” because you’re talking about something they have expressed is important to them.
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