A couple of weeks ago, I had a great team meeting led by my business partners, which just so happen to be my distinguished parents, Dr. Jerome and Cheryl Garrison. My father spoke about how to approach someone and talk to your cold market and I wanted to share this effective way to get more prospects or get connected with someone that can give you hot referrals for your business! My father studied these strategies from Network Marketing Gurus such as Bob Schmidt and Zig Ziglar and shared them with our team:
There are 3 things you need to find out when speaking to a prospective business partner or customer:
1. Find out who they are by using the PIN strategy (which we'll get to in a sec)
2. Find out when they can talk again
3. Decide what type of client they would be: Business Partner, Customer, or New Friend
1.When considering opening up your market and approaching people you see when you're out grocery shopping, or at the mall, or even at the gas station, there are several things you need to consider. First, you should probably be in a good mood and have a great attitude. You should be ready to present yourself with confidence and great knowledge and love for you business! IF and only IF you see someone who fits in the prior categories should you use this strategy. The PIN:
You need to find out about the person. Go up and introduce yourself. Edify the person and give them a compliment. For example say, "I couldn't help but notice how sharp you looked, how nice your makeup was, how firm your handshake was". Then ask them about themselves. What do they do for a living? Do they have a family? Do they work long hours?
Find out what their hobbies are. What do they like to do for fun? These questions are building trust and allowing your future prospect to trust you and become more comfortable talking to you.
Find out what their needs are. What MORE are they looking for in life? (NOTE: Some people are very content with their lifestyle. Whether it be stressing from check-to-check or spending more hours working, away from family or no vacations to make more money, "to each is own".) You could ask them, if you could change 1 thing about their life or career, what would it be?
2.After using the PIN strategy find out when and how would be a great time to reconnect with them, contingent on if the person and conversation went well, of course. You might ask something like, " Do you keep your income options open? I would love to share with you what I do", or " I enjoyed talking to you, I would like to talk to you more about what I do and how it might help you, when would be a great time to meet up with you again?" or even " Do you have a card or number so we can connect again?"
3.Keep in mind that while you're talking to people you should be thinking of the categories and figuring out where they would fit in. Would they be a:
Business Partner: Do they seem industrious, would go the extra mile, are they influential, are they a good communicator, are they open-minded, are they warm and easy to talk to, do you think they're reliable person?
Customer: Do they have a need for new makeup or have health issues you might be able to help them with? Do they like to throw parties? Do they like candles? Etc.
New friend: Believe it or not, most people might end up in this category. But if you think about it, what's wrong with having a new friend? Especially if they already own business, you could help each other out.
So, there you have it, some strategies you can use when speaking to a brand new person or what we call someone in your cold market. Speaking to new people can expand your business greatly. You never know who you can come across and what they can help you do. So, consider it!
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