Listening Is The Best Answer In A Social Networking Setting

I don’t know about you but defining my business and the services we offer often takes 30 minutes or a few paragraphs, whichever applies. As I eagerly dive into my 50 floor elevator speech my conversation partner is eyeing the cash bar and waiving over anyone that will save him/her from my death grip. 

I’ve found that the best strategy in persuading someone to hire us is to let them talk.  And then let them talk a little bit more.  What I’m doing while they are chatting away is finding solutions to their challenges or building on whatever is working for them by incorporating my answering service as their telecommunications solution.  I really want to know what it is they need and sometimes they don’t realize they need anything until I begin to ask the questions.  Let’s say I’m talking with a fellow Chamber of Commerce member and the conversation glides into using an iPhone 3G smartphone to field all their business phone calls.  As they boast about how they save x amount of money and are readily accessible I begin to formulate my questions.  As he/she takes a breath and reaches for a hors d’oeurve, I ask my newly prepared questions.  So, how many lines can you answer at one time?  With a handy second question of, “Do you think you are dropping calls?” My next question, “Have you a back up plan for a lost or broken cell phone?”  You get the point.     

When the light bulb comes on it is a positively surprising solution to them and a monumental achievement for me.  Success to finding potential customers lies in finding opportunities, opening doors and listening. 

Gail Gamertsfelder
VP/CAO A Better Connection, Inc.