What do you know about another person when you first meet them? Actually you know very little. You may believe that you know who they are, what they do, and what they may mean to you, but you probably are very wrong. Very often when people first meet, they need another, more in depth conversation before they actually know who each other really is, what they do in their business, and what they may mean to each other.
However, we go through life, meeting people and judging them based on our first, sparse impression. We make no effort to really get to know them, hear their story, and decide if they can help us, or if we can help them. Why do we do this; why are we so prone to prejudge others? Why are we so narrow minded; why are we so afraid to spend some time with someone that we do not know?
Part of our problem is time. We don’t believe that we have the time to spend on someone unless they are ready to do business with us. We believe that our time is better spent if we only meet with people about whom we think that we know everything. After all, there is just so much time in our lives; we cannot waste any of it talking with anyone that we don’t know, can we? Quick, reread the second paragraph above.
We attend various networking meetings, business meetings, and other meetings where we meet new people all the time. We meet new people each and every day of our lives. Why do we not follow up and meet them again to find out who they really are, what they really do in business, and what they might change in our lives? Are we attending these various meetings just to look important to others, or because we actually want to develop new relationships? Maybe we are missing out on some great opportunities.
However, we are pressed for time; our business needs to find new people to add to our customer base. We cannot waste time talking to anyone who isn’t ready to buy from us, can we? Well, how can you find new customers unless you listen to people and decide if you can fill their needs? After all, isn’t listening something that all of us should do, and how can you listen to someone when you do not meet with them?
What do you talk about when you meet with anyone else? Find out about them, who they are, how they reached this point in their life, and what their business does, along with its philosophy and culture. Their needs in business and in their life just might give you a point of reference as to how you might be able to assist them. Therefore, you should ask them what they need. Selling starts with filling the needs of others; it ends with making the other person believe that you actually care about filling those needs, not just that you can do so.
Think about all those people that you have met during this year, the ones that you did not meet with again after that initial contact. Then, go back and reread the second paragraph above once again and think about how you should correct those ignored possibilities. Then just call them and make a date to meet when you both can discuss how you can help each other in a mutually beneficial manner.
It does not matter if you agree or disagree with this philosophy; I still would like to hear your comments. Either leave you thoughts here, or email me at Jim@SOC4Now.com, or call me at 360-314-8691. After all, we all learn all the time, from all of those who enter our lives.