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August 23, 2022 at 03:52 PM
Related: 10 Simple Phrases That Get Prospects to Open Up
Remember attending mixers when you were younger? You show up at a big party. Everyone is standing around. If you want someone to talk with, you need to walk up and start a conversation. That might still give you nightmares. When networking with high-net-worth individuals, you are back in the same situation again. What do you do?
Why is this important? No one is going to react favorably if you walk up and try to sell them something. People are here to have a good time, not because they want to become someone’s prospect.
You need to develop a social relationship, get to know them better and later introduce business into the conversation once you have identified a need. Maybe they will bring it up first.
HNW people really feel that way. When writing Captivating the Wealthy Investor I interviewed a bank president. Obviously, he dressed well. He explained when he shows up at an event, he realizes he is everyone’s favorite prospect. “The thing I can’t stand is when someone starts a conversation and offers to take me out to lunch so he can address my needs. Why does he think he can address my needs? He doesn’t know them yet!”
He explained he is more receptive to the person he knows who brings up a specific issue, feels he might have a solution and would like to arrange a time to tell explain. “Now I’m interested. He has taken the time to identify my need beforehand. I’m interested in learning how he thinks he can help me.”
The strategy you want to follow is simple. When you meet a stranger, ask enough questions to draw them out and learn about them. Find an interest you also share. Suggest keeping in touch based on that common interest. Now you have a foundation for building the relationship.
When you meet someone new, it’s easier to start a conversation than you might imagine. When people are at a gathering, they tend to be friendly. If one question doesn’t work, try another. Check out the slideshow above for 15 questions you could ask.
Slideshow
