Conferences, forum, trade show, cocktail party or even networking event is a good opportunity for you to meet potential customers and introduce your company’s products or services. The first thing you want to do is to start conversation with that person. But sometimes, we may wonder what can we talk to the person?
We need to know how to create a good conversation in order to create a relationship. You cannot directly say that “Let me share with you my product”. Don’t be those aggressive credit card salesperson you meet in the mall. The best way is to create a good relationship with the ‘potential customer’; whether for a longer period of time or just a short minute. Once they’re comfortable with you, it’d become easier to pitch whatever you want to sell.
Here’s are the 11 ways that you can use to start a conversation
1. Ask something but do not relate to sale
People in the event are exposed to people selling stuff, use trade show as an example, for prospects in their mind automatic think whatever you talking you are selling. However, this is a good opportunity for you to surprise them by asking anything else out of the box to create a relationship with a casual conversation like from “What time the event start?” to “Where is the way to the restaurant?”
2. Try to talk about the weather
Weather consider the safest topic to talk, that’s why you can see people talk so much about the weather. It doesn’t matter if you say “Oh god, it raining heavily, when will the rain gonna stop?” or “Gorgeous, today weather is wonderful”!
3. Ask them if they are enjoying the event
“How are you?” or “Are you enjoying the event so far?” you may consider because this is also a safe way to create a conversation in any situations with anyone.
4. Ask about their work or profession
People like to share about their work, it is good to ask people about what they do. You can have a long conversation with them. Events badges can be a big help for you like if you saw the title on the badge is uncommon then you can ask what kind of work they do. If it showed a company that you not familiar with, then you can ask about what the company does. You can ask what it is like to work there if it mentioned a household name.
5. Comment or give more insights on the venue
The venue is always something to say about where you meet the prospect. Like if it is your first time been there, you always can share this and share what are your first impressions on it (especially for positive comment). If the venue is somewhere you familiar with, you can ask them their thought of the place.
6. Praise them
If you met the potential customer by reputation, know about their companies do not missed the opportunity to say something nice about their or their company’s had done. Like “Congratulations on receiving E&Y awards last month, it had been out from newspaper”, “it was a great sharing session this morning”. It shows that you actually aware on what they are doing. Your prospect will feel happy on it.
7. Compliment them on what they wear
Praise them can make them feel good like “You gown is nice, where do you get this?” or “What a cool watches!” It proving you are putting attention on prospect and aware of them. However, you cannot be too fake on this.
8. Ask them for help
Owing someone a favour is one of the ways you can connect with them. It doesn’t matter any kind of help. It can be “Can you help me to carry this?” or “Can you help me to translate this?” But you must make sure your prospect not in a hurry.
9. Offer something
Sometimes when we attend conferences or forum, many vendors brought candy, pens etc that for visitors. You can take this opportunity to offer them free items especially unusual things that they may not have. They may reply you yes or no thanks, then you already established a connection with them.
10. Directly ask them what are they looking for
For expo or exhibition many people comes and go. If you want to save time then you can focus on them by asking them what they want or need. You may face the problem that the prospect will think it is just sales pitch. However, you can carefully listen to what they really want and then use the temptation and information of your product to win over.
11. Ask about what’s next
For short term can be like “Are you attending tomorrow events? Or long term can be “what is the upcoming campaign of your company?” You are putting the focus on them and showing your interest in them. It shows a good way to build a relationship.
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