How's Your Approach?
We all know that you're supposed to tell everyone you know what you do for a living. We all know that we're supposed to promote, promote, promote ... but what about the initial approach?
Take this real life scenerio for example ...
It's a beautiful Saturday afternoon so you head to your local playground with your favorite little girl and a good book in tow ... ready for a relaxing afternoon of reading albeit the overly packed playground with giggling children in the background.
First of all you have to take care of more important business and head to the restrooms so your daughter can use the facilities. While you're waiting for her, you overhear a conversation of one woman and another mother chatting about a particular direct sales company. You see the mom flipping through a catalog and mentioning how much this company has changed over the years. She hands the catalog back to the women and thanks her for allowing her to take a look.
Next your child is happily settled in the sandbox building her dream castle so you head to the closest picinic tables so you're just within earshot and still have her in plain sight.
As you're sitting down, the women you seen earlier says hello with which you reply hello as well. You sit down and barely get your eyes on your page where you last left off when you're daughter is already calling for you to see how well she's done so far so you head on back to the sandbox and of course praise her on the beautiful pile of sand she has.
As you head back to the picinic table and before you even get to sit down, the woman begins to stand up, handing her catalog in your direction and begins to say:
Hello again, my name is {Insert Name} and I'm a representative with XYZ. Would you like to ...
Hold up and hit the pause button ...
Was this woman a little quick to the punch?
Did she excute this approach perfectly?
What are your thoughts on this approach? Please click Comments below and share your thoughts. As the representative ... how would you have handled this approach?
posted by Anita @ 7:39 PM
7 comments
7 Comments:
I would talk a little more personly until she mentioned if she liked a sertine item that I was selling then I would show her what I carry or sell. I like to make sure that the person I hand a broucher will actully take a look at it.
Well I am all for stepping out of your comfort zone to ask someone about interest in your company but I think her approach was very gruff. I would have introduced myself first and gotten to know her (how old are her kids, where does she live in the neighborhood) etc... then ask her if she is a stay at home mom or just enjoying a day off with her daughter... then it can lead into the "sales" question. Make it alot more personal conversation, not only could she be a potential hostess, but if you approach her right and you have a lot in common she could be a future consultant.
I think entering in to a "getting to know you" conversation is key. You can usually tell when you are being given an opening to talk about your business.
I agree, you need to be a little more smooth - and sincere! I make it a goal to meet people I like, and to connect with them on something we share in common. When you make a connection (non-business related) first, you can naturally start talking about what you do or why you like your business and it will flow more naturally. I think it's important to always put the other person first and have your service antennae out for how you can help them - not necessarily related to your business - as well. Maybe they are struggling with a parenting issue or looking for things to do in the area, help them out. This helps you get to know each other better and starts building trust and rapport. Then whether they end up being a customer or not, you've made a connection and helped someone and can feel good about the interaction.
Thanks ladies - you've pretty much expressed exactly how we feel as well. While it's great to break out of your comfort zone, meet new people and share your business with them ... my personal opinion here was ... yep - she jumped the gun just a bit ;)
I think that her approach was ok. Not all people are the same obviously, and therefore different tactics work better for some people. If I were to take this approach, which I do on occasion, I start out being very direct about who I am, what I do and why I believe it may interest you. Of course I don't try to ram it down their throats but I try to be engaging, friendly and informative. I always try to leave them interested by demonstrating why my business is even relevant to their life.
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