Page 24 - July 2015 Catalyst

CHAKISSE NEWTON’S
NEWTON’S LAWS OF INFLUENCE
create Business oPPortunities WitH conversations
Irecently did my “Making Networking Work” workshop for a company that is trying to grow its market share and I was asked for advice on how to discuss business in semi-social circum- stances with service providers (doctors, dentists, hairstylists, etc.), friends and business acquain- tances.
Here are some tips:
1. Establish goals.
You’ll be most successful if you determine your ultimate conversational goal. Do you simply want to inform your contact of the services you provide? Would you like to set up a sales ap- pointment? Would you like to request referrals or permission to leave your business materials in the office lounge?
2. Plan. While you may spend a good thirty minutes with your dentist during appointments, most of it won’t be conducive to a quality conver- sation. Plan in advance and pick the best time to talk about business so you can take advantage of the opportunity.
3. Memorize your opening. Know in advance exactly what you plan to say to transition your conversation to business. You may want to men- tion a relevant news topic that relates to your busi- ness or simply ask for a moment to speak.
4. Be direct. Ask boldly and without apologies. Consider something like, “We’re helping [satis- f ied client achieve great results] and I think you/ your clients might be interested. May I take a moment to share how we might help you/your clients?” or “I’ve never mentioned that I [insert benefit here], do you know anyone who could benefit from that service?”
5. Request permission to follow up. This step is most important. Regardless of the outcome of your initial conversation ask, “Would it be ok if I touched based with you from time to time to share information about new value I offer that might interest you/your clients?” If you’ve had a respectful conversation, you should get a ‘yes.’
And, there is a silver bullet that will help you make these conversations successful: remember that at the heart of every conversation is your desire to share a valuable service with those who need it. You’re not imposing on the person you’re speaking with, but rather helping them achieve success. The law of averages says that not every conversation will turn into business, but if you consistently use the tips above, you’ll dramatically improve your odds.
cHakisse neWton
803.753.1311
24 CityLight.org
July 2015