Social and professional gatherings, conferences and trade fairs are all events where you can find new customers. This is true provided that you know how to approach people and how to talk to them in a way that captures their interest and leads them to share their contact details. In today’s article we present several tips on how to talk face to face with people you do not know at such events and eventually sell them your product.
Determine your objective
First of all, according to SellingPower, you must determine what you actually want to achieve. Do you want to collect business cards. Do you want to sign a contract on the spot, obtain recommendations or simply introduce your product. Your objectives will influence how you prepare for the event.
Prepare a clear elevator pitch
The „elevator pitch“ is essentially a short and striking presentation of what you do. It is short enough that you could deliver it to a stranger within a few seconds during an elevator ride, and the listener would walk away with an understanding of what you do. Prepare this concise pitch, use it, and explain in it how you are able to help your clients.
Do not pressure a potential client
Forget any aggressive sales techniques. Do not pressure the person you are speaking with. Instead have a friendly and engaging conversation.
Ask many questions and listen
People like to talk about themselves. Therefore it is appropriate to speak less and ask more. Ask the other person questions, show interest in what he or she is dealing with and whether he or she is looking for the solution that you offer. Actively listen to the client. You will learn a great deal that you can later use to personalize your offer.
Have a well considered follow-up strategy
Your work does not end once you obtain the client’s contact. On the contrary, it begins. Think carefully about how you will subsequently reach out to customers and how you will transform these contacts into long term clients.
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