March Ask the Guru

Wednesday 27th Feb 2008

"I need help with Networking!"

"I've started 2008 focusing on doing more networking, as I now understand this can be more effective than doing tons of cold calling etc, but I have found lately that I've come across a bit of a dilemma

"I am confident in starting conversations with people and telling them about who I am and what I do, but what I am struggling with is getting their details to follow them up, or keep in contact with them. They don’t always have business cards so I give them mine, under the impression that they will call. Initially I was excited by handing out so many cards  to heaps of people but I don’t get nearly as many calls after the event

Now I’ve realised that I have no control over following them up by just giving my card out and if I persist to ask for their number again after I hand my card over, I feel as though they are giving me a bit of a brush off and I am being too pushy....Any suggestions??"

GURU:

Building your Network is a must do for any successful salesperson as it allows a much higher quality of lead for you...and you are 100% correct in saying that if you don’t get their number they rarely call you back!

So what's the answer, without coming across too pushy and persistent in getting their contact details? Simple...

‘...ASK REFLEX QUESTIONS’

Take yourself back to your school days...do you remember when you were in primary school tapping a ruler just under your kneecap and your knee jerking or kicking forward? You had no control over it, it was an Automatic Reflex Response. The same goes with the Reflex Questions...It’s a question you ask, that people automatically answer through reflex without even thinking about it, for example...

Salesperson:

"Steve, why don’t I grab your business card and we can get together and chat further about looking at (fixing/improving their situation with your product or service) reducing your phone bills and increasing your cash flow."

Customer:

"I don’t have my card with me, so how about I grab yours and give you a buzz during the week?"

Salesperson:

"Sure, (pull out 2 cards and a pen, then ask while turning your card over) how do you spell your surname Steve?"

This Reflex Question will illicit an automatic response from the customer, as it’s a question they automatically know the answer to and therefore will just spit out the answer...you’re not actually asking a question that feels intrusive to the customer, simply how do they spell their surname?

Then follow with...

"and what’s the best number to get you on during the day, land line or mobile"

Again, you’re not asking for a number, but which number is best for them, much less intrusive...and If they answer with ,

"My Mobile"

This bit is the one reason why I like phone companies, they have made all mobile number start with the following two digits, 04........isn’t it amazing that when you start a sentence, then pause in the middle of it, somebody else feels compelled to...

(Are you thinking the end of the sentence with...? "Somebody else feels compelled to... finish it?")

"Great, 04..." (Pause and allow them to finish your sentence)

"and just in case that’s out of range or you’re in a meeting, a land line number, 9... (most numbers start with a 9 in Sydney if they don’t the person will through reflex correct you and tell you their number), or 8... (for South Australia), 3...for Queensland etc...

So if we look at the whole networking process, it really is quite easy to grab those contact details and give yourself the control to have plenty of leads to follow up and give yourself the best chance to smash your Targets!

Learn to Love your Reflex Questions and enjoy having people give you their details without feeling pushing!