Effortless Networking

Whether you’re talking with someone in person, by phone or by email, there are some principles that are absolutely necessary to establish a genuine connection with a prospective customer.

Without these, your conversation is over before you even get started.

In the Effortless Networking book, I wrote about how to connect with prospects at business mixers or similar events. Click here to read an excerpt.

And here is an article from Ari about how to use these principles when selling via email.

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How to Use E-Mail To Connect with a Decison Maker — Without Using a “Sales Pitch”
by Ari Galper

Of all the selling mediums that have been the most abused, email seems to be at the top of the heap.

Because e-mail communication is simply text, void of any real human connection, many people who sell have adopted it as a way of avoiding having to pick up the phone to call someone new.

In fact, e-mail selling has now become part of the traditional “numbers game”. The more e-mails you send out, the better your return might be.

The problem is, you make some sales doing that, but you’ll burn your reputation and lose more opportunity that you even thought possible.

Sending a cold email to a decision maker in an organization is like a one-way electronic cold call.

And, if the email is written using a traditional sales pitch, it puts immediate sales pressure on the receiver (yes, sales pressure can be delivered through email) and the receiver immediately associates the sender with the negative “salesperson” stereotype.

I get these kind of email “pitches” all the time, as I’m sure you do as well.

The good news is, if you can shift your mindset away from making a “pitch”, and use the Unlock The Game Mindset instead, create a dialogue, be gracious and focus on a problem you can help them solve, you’ll find email can be a very profitable selling tool.

One of my clients, who is a sales executive for a software company, sent me an example of an old-school email pitch that he received last week.

I decided to dissect it and reinvent it the Unlock The Game way, pulling concepts directly from the Mastery Program, so that if you don’t have the program yet, you can get a taste of what you’ll learn.

Here’s the “cold introduction” e-mail that arrived in my client’s inbox:

Dear John,

My name is Michael Johnson and I am with XYZ company. We are the leading provider in back-office operations software with many clients such as XXX, YYY, ZZZ.

I’m writing you to see if you or your company would be interested in a demonstration of our software. It would be a brief 15- to 30-minute demonstration that we could do at your convenience.

Our website, dogandponyshow.com, lists many testimonials from customers that describe how we have improved their productivity, as well as complete details about our products and services.

I’ll give you a call later in the week to see if we can set up a time for the demonstration.

Sincerely,
Michael Johnson
Productivity Consultant
XYZ Software

On the surface, it looks innocent enough, but take a moment and ask yourself what your instant reaction would be if it arrived in your e-mail box.

Let’s look at it sentence by sentence:

Dear John,

My name is Michael Johnson, and I am with XYZ company. (Starting a conversation without asking a question can be perceived as an intrusion. Also, starting out with “My” and using “I” immediately focuses the conversation on you, not on your prospect.)

We are the leading provider in back-office operations software with many clients such as XXX, YYY, ZZZ. (This sentence is a mini-presentation designed to show off your client list. The writer is assuming that the prospect is already interested in the sender’s software. He’s also assuming that the prospect has a problem to be solved and that his company’s product can solve it.)

I’m writing you to see if you or your company would be interested in a demonstration of our software. It would be a brief 15- to 30-minute demonstration that we could do at your convenience. (Offering to demonstrate a solution without first determining any problem is likely to set off negative sales alarms.)

Our website, dogandponyshow.com, lists many testimonials from customers that describe how we have improved their productivity, as well as complete details about our products and services. (This paragraph continues the barrage of information, all based on the assumption that the reader is interested. If he isn’t, however, this writer has come across as a typical “salesperson.” He has communicated that he and his company are aggressive and interested only in the sale, rather than in taking the time to build trust and get to know the issues and problems that face potential customers.)

I’ll give you a call later in the week to see if we can set up a time for the demonstration. (This is the usual “assumptive” close used by most traditional salespeople. However, it only reinforces that this e-mail is an obvious attempt to get an appointment so the sender can make a sale, rather than opening communication so the sender can understand the reader’s world.)

Sincerely, (This is the traditional cold and aloof closing.)

Michael Johnson
Productivity Consultant
XYZ Software

My comments (in blue) zero in on the specific wording and phrases that feed the negative sales stereotype and give the impression that the writer cares only about the sale.

The problem is — even if your intentions are honest and sincere, e-mails like this are more likely to burn bridges than to build trust.

There is a better way.

Here’s the same e-mail, but rewritten from principles and strategies found in the Unlock The Game Mastery Program.

My comments show the reasons behind the phrases and why they both reduce potential sales tension and increase the chances of a favorable response.

Dear John,

Not sure if you can help me, but thought you could possibly point me in the right direction. (By starting off from a position of humility rather than with the typical assumptive introduction, and by asking for help, this e-mail gives the reader a chance to either tell the sender that he has reached the right person or to refer him on to someone else.)

Would you happen to know who in your organization would be responsible for diagnosing and solving productivity issues related to your technology infrastructure — specifically, underperforming servers, outdated software upgrades, or out-of-date computer hardware? (Rather than offering solutions, the writer is addressing very some real problems and issues that may exist in the reader’s company. In other words, the e-mail is about the receiver, not the sender. Also, the writer doesn’t mention any demonstration because problems must always come first, and the solutions later.)

I’m with XYZ company, and we specifically help companies solve these types of issues. (This reinforces that the writer’s company solves problems.)

Any help you could provide would be very graciously appreciated. (This statement expresses the warmth of the writer’s gratitude in advance.)

Warmest regards, (The warmth of this closing humanizes the whole communication.)

Michael Johnson
Productivity Consultant
XYZ Software

How do you think you would react if you received this e-mail?

Perhaps you would give a sigh of relief because you wouldn’t be feeling any sales pressure from this stranger you’ve never met.

This example shows that, even though e-mail is basically an impersonal one-way form of communicating, with the Unlock The Game Mindset you can humanize the connection.

When you give prospects a chance to respond to your request for help, you increase the possibilities for two-way communication and trust-building dialogue.

You might want to start reviewing your e-mails to prospects.

To your success,
Ari

Ari Galper is the founder of Unlock The Game™, the only selling program that completely eliminates pressure from the selling process. His Unlock The Game™ Sales Program has helped thousands of entrepenuers and sales professionals worldwide. Visit ww.UnlockTheGame.com to take a Free Test Drive!

Many people use business networking as a tool to market their business. And yet, a common challenge seems to be a general discomfort with participating in “networking” activities or events. For instance, here is a recent comment I got from a reader:

Am shy with new people and hate the thoughts of attending anything that may have a networking element to it.With the focus now clearly on the new buzz word of “networking” in todays business arena I feel that my shyness is starting to impact on my performance.

So I asked Bonnie Ross-Parker, CEO and Founder of the Joy of Connecting® to describe their approach to business networking and marketing. Because I think they’ve taken commonly used networking concepts and put them to use in a fresh and engaging way. Read on and tell me what you think — post your comments below.

The Joy of Connecting®: Marketing with Joy
by Bonnie Ross-Parker, CEO and Founder of the Joy of Connecting®

Bonnie Ross-Parker

At a time when the world feels competitive and impersonal and building a business can seem overwhelming and lonely, Bonnie Ross-Parker, Founder & CEO, and Dawn Billings, President of The Joy of Connecting®, together with their licensees, provide opportunities for women to meet, share and encourage one another.

Women are natural net-workers. They love to inspire and encourage each other. And the Joy of Connecting® monthly gatherings are designed as a tool to aid women in connecting to resources, building relationships and growing their businesses.

Women participate in an arena that is welcoming, nurturing, supportive and respectful of one another in all areas of their personal and professional lives.

The evening begins as a social where over dinner women have time to settle in, get to know one another and relax. Eventually we convene for the more formal part of the evening. After a brief introduction and overview, we begin our circle of sharing…We close out with testimonials and announcements. Once our get together is formally over, most women stay to continue dialoguing, make appoints and “connect” with women who attended. Everyone receives a roster so that connections can continue beyond the evening.

The Joy of Connecting® gatherings are designed to meet the needs of female entrepreneurs, business owners and professional women. And this approach is fast becoming a role model for the best way women can network collaboratively and comfortably.

Taking place in intimate settings, participants feel accepted, listened to and encouraged as they share with each other their passions, dreams and desires for their future.

Women take turns having 3 minutes to tell about themselves, talk about their business and ask for what they need. For some women, they are looking for an opportunity. We have participants who have just moved into the area and eager to meet other like minded women. Collectively we are business owners, entrepreneurs and professional women who recognize the strength of open sharing.

As we move around the circle and stories unfold, each participant is drawn to the person sharing, to their story and to their needs.

When The Joy of Connecting® was originally launched it existed as the only location in suburban Atlanta. Since its beginning, participants have requested that the concept be expanded so other women in other communities could experience the same value. In January, 2006 there existed 15 Greater Atlanta, Georgia locations when Dawn and Bonnie began the process of creating The Joy of Connecting® as a national licensed program. Currently there are 48 licensees in 9 states who each month bring together like minded women eager to build their business while helping others expand theirs.

Licenses are available wherever one doesn’t currently exist.

The best way to find out about this unique marketing tool is to visit on line at: www.TheJOYofConnecting.com. There are articles, written and audio testimonials and licensee stories/profiles to enjoy.

If you’re interested in information about becoming a Joy of Connecting Licensee, simply click here to fill out an online application. List EffortlessNetworking.com as the referral.

If you have questions, Bonnie can be reached in Atlanta at: 1-877-411-6611.

Women have choices when networking. They can participate at an existing networking event or be a player at their own. The Joy of Connecting offers both!

Is this is one of your concerns too?

“[My biggest challenge is] making follow up phone calls to clients, potential clients (not when they have called me, when I am reconnecting with them).”

My article on how to get other people to follow up with you easily covers the topic from a business networking perspective.

This week’s guest article by Ari Galper discusses the same topic from a sales perspective.

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Seven Steps to Cold Calling Follow-up

Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening?

Well, the only way to find out the truth of the situation is to ask them. However, before you do, let’s stop and consider some important points. You must approach this in a way that invites trust and diffuses the barriers to comfortable communication.

Here are seven important steps to follow:

1. Don’t assume the sale.

   Prospects are used to the traditional buyer-seller relationship. They assume you’ll pressure them. Therefore, they may decide not to tell you things that make them vulnerable to pressure. Until you’re sure you know the complete truth, you can never assume the sale is yours.

2. Keep making it easy for potential clients to tell you their truth.

   Toward the end of your conversation, ask, “Do you have any more questions?” If the answer is no, follow up with the 100% final truth gathering question: “Now, are you 100% sure that there’s nothing else that I can do on my end to make you feel more comfortable with this situation?”
   You’ll be amazed how often people will reply, “Well, actually, there’s one more issue…” It’s at this point that you really start to hear their truth.

3. Call back to get the truth, not close the sale.

   Most potential clients who suddenly disappear expect you to chase them down. They expect you to call and say, “Hi, I was just wondering where things are at?”
   Instead, eliminate all sales pressure by telling them you’re okay with their decision not to move forward, based on their not having called you back. In other words, take a step backward. Most of the time, this will open the door to a new level of trust-filled communication.

4. Reassure them that you can handle a “no.”

   Of course, we’d rather hear a yes. However, the only way to free yourself and your clients from subtle sales pressure is to let them know that it’s not about the sale – it’s about the best choice for them. If that means no sale, it’s okay with you.

5. Ask for feedback.

   Whenever prospects disappear, call them back (e-mail only as a last resort because dialogue is always better). Simply ask, “Would you please share your feedback with me as to how I can improve for next time? I’m committed to understanding where I went wrong.”

   This is not being feeble or weak. It’s being humble. This invites the truth.

6. Don’t try to “close” a sale.

   If your intuition tells you that the sales process isn’t going in the direction it should be going (which is always toward greater trust and truth), then trust those feelings.

   Make it safe for prospects to tell you where they stand. It’s simple. All you have to say is, “Where do you think we should go from here?” But be prepared because you might not want to hear the truth of how they’re feeling. You can cope with this by keeping your larger goal in mind, which is always to establish that the two of you have a “fit.”

7. Give yourself the last word.

   Eliminate the anxiety of waiting for the final call that will tell you whether the sale is going to happen. Instead, schedule a time for getting back to each other during your conversation. This eliminates chasing. Simply suggest, “Can we plan to get back to each other on a day and at a time that works for you? Not to close the sale, but simply to bring closure, regardless of what you decide. I’m okay either way, and that’ll save us from having to chase each other.”

   You’ll find that these suggestions make selling much less painful because you stay focused on the truth instead of the sale. The truth is, the more we release the idea of needing to make the sale, the more sales we will likely see.

Want to learn more?

Get FREE Access to 10 Audio Mini-Lessons (sent via e-mail) from the Teleseminar that put the old ’sales gurus’ back into sales pre-school:

(a $97 Value)

Learn how to:

1. Make less calls - and get better results
2. Rip up your sales script and easily get your message across
3. Change from the “Dreaded Salesperson” to a trusted advisor in a matter of minutes
4. Get rid of your “Fear of Phone” once and for all
5. Stop chasing prospects and gain the respect you deserve

Visit ww.UnlockTheGame.com to take a Free Test Drive!

To your success,
Ari

Ari Galper is the founder of Unlock The Game™, the only selling program that completely eliminates pressure from the selling process. His Unlock The Game™ Sales Program has helped thousands of entrepenuers and sales professionals worldwide. Visit ww.UnlockTheGame.com to take a Free Test Drive!

My new tango shoes!

Twelve years ago, when I first started dancing Argentine Tango, I didn´t know then how useful and powerful it would be in my business and career — and indeed, my life. I can talk about this topic at length. But I won´t!

Instead, let me tell you about ONE very important thing I learned from dancing Tango. And that is how to communicate effectively and authentically (which, I hope you´ll agree, is a critical skill in business networking).

Huh?

Well, consider this:

As a dancer, you must pay attention to multiple things simultaneously, and use these pieces of information to make instant decisions. Such as, the music and how you want to interpret it and dance to it. To the other dancers on the floor and what they´re doing, so you can avoid bumping into them. And so on.

In any kind of partner dancing, there is an added component. You must also simultaneously pay attention to your partner and his or her intentions — which, in dance, is sensory (not verbal or visual). So now you´re consciously using 3 of your 5 senses to pick up information.

And in Argentine Tango, there is yet another layer of complexity. This is an improvisational dance, in which the leader´s and the follower´s steps don´t mirror each other. This means, for instance, the follower MUST pay attention to the lead to know what to do. Space out for a second, and you´re lost!

These are same components necessary for having a genuine and engaging conversation.

Think about it.

In any conversation, particularly in a business networking situation, you must pay attention to what the other person is saying, both verbally and otherwise.

You cannot, or rather should not, anticipate what he or she may say. You cannot space out. And you certainly should not start your own monologue.

In addition, you have to take into account the context of the conversation, the physical environment, any other people present or involved, and so on.

For me, every time I dance, it´s a way of practicing being attentive and connecting with another person.

So when I go dancing, I like to dance with different partners, including people with whom I´ve never danced before. It helps improve both my dancing and my conversations (though I don´t do both at the same time!).

OK, so what if you´re not into partner dancing?

What can you do to improve your conversation skills?

Well, what activity do you engage in that requires you to be attentive in this manner? Perhaps you play a sport, or a musical instrument.

Whatever it is, notice how you pay attention to all the little details and how you use these pieces of information in an instant to make decisions.

Then, do the same in your conversations.

If you´d like to explore this topic further, contact me.