|
Favorits •
Web Domain Directory •
ODP •
Annuaire FR •
Directorio ES •
Directory EN •
Diretório PT •
IT Katalog •
Czech Katalog •
Polski Katalog •
Maps •
Satellite Photos •
View Card
|
||
|
|
Sales |
|
|
| ||
 |
Top 10 Ways to Maximize Your Approachability
After reading and researching thousands of books, articles and other resources on communication, first impressions, networking and conversation, I've learned one thing: none of them address what approachability means. Or maybe they just don't take the time to define it, stress its importance and offer suggestions on how to maximize it. That research was my impetus for writing The Power of Approachability. I wanted to give people a clear picture of what the idea meant, along with many small tips and suggestions to put that idea to use - one conversation at a time. So, straight from the pages of the book, here are my Top Ten Ways to Maximize Your Approachability. Ready to Engage Although this article will address both sides of the street, here's an example of the former. When you arrive at a meeting, event, party or anywhere in which many conversations will take place, prepare yourself. Be "ready to engage" with conversation topics, questions and stories in the back of your mind ready to go as soon as you meet someone. This will help you avoid those awkward "How's the weather" type of discussions. CPI A great tip is to ask the right type of questions. Similar to our first example, "ready to engage," you don't want to ask people about the weather. You can do better than that! Instead, ask questions that begin with "What's your favorite?" "Tell me the best?" or "When was the last time?" The CPI is almost guaranteed to be discovered. Flavored Answers A great technique is to offer a Flavored Answer to a Fruitless Question. Instead of "fine," try "Amazing!" "Any better and I'd be twins!" or "Everything is beautiful." Your conversation partner will instantly change his or her demeanor as they smile and, most of the time, inquirer further to find out what made you say that answer. Because nobody expects it. And offering a true response to magnify the way you feel is a perfect way to share yourself with others, or "make yourself personally available" to others. Don't Cross Your Arms As a result, people won't want to "bother" you. They will form the impression that you are defensive, nervous, judgmental, close minded or skeptical. Honestly, would you want to approach someone like that? I know I wouldn't. Don't Assume Remember, just because someone walks in whom you've never seen before - doesn't mean he's new. Or just because you're at a networking meeting - doesn't mean everyone in attendance has a job. And believe me, not everyone you remember - remembers you. Approachability is a function of comfort, so it's important to sidestep these moments of embarrassment with Success Sentences. These are phrases that allow the other person to offer you're the information you need to know. Examples include, "I'm not sure we've met before," "What are you working on this week?" and "I'm Scott, we met last month at the Chamber meeting." Options for Communication A good idea is to give people as many options to contact you as possible. There's nothing more annoying to a "phone person" than when she discovers she can't get a hold of you unless she emails you. Email Signature Think of it this way: have you ever received a handwritten letter from someone that had no return address stamped on the envelope? Always Have Business Cards If not, you've no doubt missed out on valuable relationships and opportunities. And it happens - people forget cards, get their supply reprinted or change jobs. But the bottom line is; there is a time and place for networking: ANY time and ANY place. Because you just never know whom you might meet. No Fear This is the number one reason people don't start conversations. However, practice will make this fear fade away. The more you often you start conversations, the better you will become at it. So, be the first to introduce yourself or say hello. When you take an active instead of a passive role, your skills will develop and there will be less of a chance for rejection. Also understand the gains vs. losses. For example, what's so bad about a rejection from someone you don't even know? Wear Your Nametag Your nametag is your best friend for several reasons. First of all, a person's name is the single context of human memory most forgotten. And people are less likely to approach you if they don't know (or forgot) your name. Secondly, it's free advertising for you and your company. Third, nametags encourage people to be friendly and more approachable. TRUST me on that one! © 2005 All Rights Reserved. Scott Ginsberg is a professional speaker, "The World's Foremost Expert on Nametags" and the author of HELLO my name is Scott and The Power of Approachability. He helps people MAXIMIZE their approachability and become UNFORGETTABLE communicators - one conversation at a time. For more information contact Front Porch Productions at http://www.hellomynameisscott.com.
MORE RESOURCES: |
|
|
|
RELATED ARTICLES
Pinging for Success: Creating Search Patterns One of my first internship jobs as a college student was working for a defense company who, at the time, developed a highly sophisticated torpedo for hunting down submarines and destroying them. The operation of the torpedo was pretty fascinating. Refining Your Telephone Prospecting Techniques To Be A Master Closer! Let me create a picture for you. This is the best way to illustrate my point. No Regrets Here's a chilling thought. If you were to die tomorrow, would you have the same two regrets that many business people share?According to a study, just before people die, if they express any regrets at all, those regrets tend to fall into two categories. Why I Hate (Most) Benefit Statements Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a client who is putting a new prospecting program together. Save Your Breath: How To Sell In Trade Shows Without Pitching You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company name on it, wearing just the right smile or look of professionalism. You might even have a fishbowl at the table - or some type of contest material - to collect business cards of passers by for later use in your sales process. Before You Sell Do The Math This is an important and potentially profitable piece of advice. It goes like this - before you ever attempt to sell any products and services - do the math. Making the Sale When the Customer Wont Buy Ever had a party online or offline, and had guests say "I love that item, but I can't afford it right now", or "It's so hard to decide, I want all of this!". This is a perfect time to sell all those items to your customer without them having to pay a dime. Selling Is Not A Dirty Word Selling--a word that strikes terror in writers and professionals. We love to write. Increasing Short and Long Term Profits "I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like this one sent by Vicki from Tucson, Arizona. A Look at Mannequin Heads A mannequin head is a life-size head that includes all of the features of a human face. Mannequin heads can be used in several different situations. Expert Qualities in Sales If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that was healthy, chances are, you would listen to this advice, than go out and buy the product.Why is it that when a doctor recommends a product, people buy it without any hesitation, without talking it over with their spouse, and without asking any questions. Why Should I Buy From You? Virtually every business you contact has this question in their mind. To truly maximize your revenues you need give people a reason to buy from you versus a competitor. Complacency and Fear are Sales Busters Prospecting is the engine that propels anyone in sales. Without consistently initiating contact with prospective customers to talk with, your sales will plummet and everybody loses. How to Make Sure You Sell More! Make sure you target women. It's true for almost anything you are selling. Business Lessons Learned At The Mall Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am. Five Things More Important to Buyers than WHAT Youre Selling - I Article I of a two-part series.No matter what customers say they want, what they're really looking for is "something special. Your Profit is in Your Follow-up: A System for Increased Sales Conversion No matter what you sell--products, services, or causes--one of the key ingredients to your success will be the attention you give your sales lead follow-up system.Notice that I used the word system to describe your follow-up program. Your Clients Buying What Youre Selling Linda felt like she had reached a plateau in her cleaning business. For the past 3 years, she'd run the same ads in the same publications with the same results. Stop Screwing Up Your Sales Letter "Sales Letter".. Selling -abilities : Part 2 In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability.
|