March 22, 2017 | Ben Woodward
Meet and Talk.
All other activities in your business flow from these two behaviors.
When you meet someone new, the first objective is to get to know them
and establish rapport. As you follow up with them and show genuine interest,
you can develop a relationship of trust. With that relationship, when you make the approach, even if the person doesn’t build a Nikken business, they will likely shop as a customer and be a source of ongoing referrals for you.
Build your Contact List
Don’t ever stop doing this.
In an ideal situation, you’d have contact information for everyone on your list. But if you don’t have all of that information initially, don’t fret; you can gather that information later. You’ll also want to write down any information about that person. This will help you decide how best to make your approach.
What are his or her interests?
Family situation? Career situation?
Writing this information down will help you think through your approach long before it happens.
In other words, be prepared.
Add a new person to your list EVERY day.
Put yourself in a position to meet new people.
After you’ve established some rapport with your new contact, show the contact that you want to add value to their life. Send a hand written note. Do them a favor. Give them a referral. Be on the lookout for ways you can contribute to their success and take advantage of those opportunities when they come.
You’ll need to be an excellent listener.
Show them you genuinely care and are willing to go out of your way to help them.
Keys to making it work
So much of setting appointments is in the tone of your voice, your enthusiasm about what you say, and of course, your choice of words. Let them see your confidence in the value of what you’re offering them.
Do you speak in a manner that your contact finds warm and inviting?
Are you confident and poised when you make the invitation?
Before you make your approach, review your contact list information about
your prospect. Use what you know about him or her to determine the best approach. Consider health concerns, family, career, interests, etc.
Keep It Simple:
When you talk about Nikken, use language that’s familiar to your prospect and easy to understand. Your goal is to set the appointment and no more.
It’s easy to give too much information. Giving less information leaves them more curious and interested and helps you avoid giving the presentation
over the phone.
Make it Natural:
Be yourself and talk to the person the same way you always talk with them.
Keep it natural and comfortable, but nonetheless excited. If possible,
compliment them and let them know their interests are important to you
By how you interact with them.
Give your prospective customer at least two options for meeting times and allow him or her to choose which one works best.
“We could meet tonight at 7 p.m. or tomorrow at noon. Which would be best for you?”
Avoid setting the appointment too far in the future as that will increase the likelihood of no-shows.
One last thing. Don’t forget to enjoy yourself—and the other person. Prospecting can be challenging, and while its process will likely pull you out of your comfort zone, its rewards are multi-faceted.