Picture the scene, you are on a train platform and a fellow passenger smiles at you. They look friendly and professional enough, so you smile back. Then they quickly walk over to you and tell you how great they are at their job, how much of a catch they are and that they are sure they can make you happy. Then they ask you to marry them! How would you feel? Would you be shocked that a smile had developed so quickly into a proposal? Would you wonder why they hadn’t spoken to you first and got to know you a bit more? Whatever your initial thoughts, it’s highly likely that you would at best refuse and at worst run off!
This is exactly what happens when you connect with someone (either on LinkedIn or by another method) then immediately ask your connection to buy something from you or meet you for a sales appointment. This approach feels rushed and not centred around them and their needs.
Think of a sale like a romantic relationship. If you were on a first date and your date spent the whole evening talking about themselves and what they wanted out of life, you probably wouldn’t want to see them again. Everybody’s favourite subject is….themselves! So we respond well to questions about what we do, how we do it and why we do it. Find out a bit more about your connection in a genuine and authentic way. That way you can discover whether you have connected with a prospective buyer, a new friend or just a great connection to learn from. Continue reading