A few weeks ago, I wrote about how we can be our own biggest challenge when it comes to business networking.
A member of Effortless Networking made an interesting comment about how he sometimes gets in his own way: according to him, there are times when he moves into "sales mode" too soon.
Well, he's not alone. I know I have talked to others about this very topic.
Many people move into sales mode as soon as they recognize a prospect or sense an opportunity.
Some are excited when they realize their product or service can really help the other person, and they can not wait to say so.
Some do not want the opportunity to pass them by.
I'm sure there are a number of other reasons as well.
No matter what the reason is, how does one recognize the right moment to move into "sales mode" and take advantage of the opportunity?
- Confirm your hunch In other words, is the other person really interested in the topic at hand? Is it something he or she wants to and is ready to address? This does not have to be – and should not be – a lengthy interrogation! Just a few key questions that'll indicate to you whether you're on the right track. The process of confirming your hunch also indicates to the other person that you're interested in what they have to say, which is a nice by-product.
- Ask for permission If your hunch is correct and you do have an opportunity in front of you, then share with the other person why the topic is so interesting to you. Then ask if he or she would be interested in talking further about it – whether it's right then or at a later time. At that point the other person knows what you want to talk to them about, and why . If they are really interested in the topic, and curious about what you have to say about it, the answer will probably be "yes". Which means that you have the green light to proceed.
So you do not need to have to wait until the other person decides to ask about you and what you do (because they may not!).
However, as you can see, you can still take advantage of the opportunity, if in fact there is one .