Getting Past Hello 2.0

Most people have no plan. They rely on:

  • Scripted approach
  • Patterns
  • Gimmicks

 

Responsive Questions

     What is going on in their life now?

  1. Comment on present activity.
  2. What do they do other than this?
  3. If they were not here where would they like to be?

 

     What are their plans for the future?

  1. What are they going to do that is interesting?
  2. Are they going somewhere?
  3. What is their plan for future/ company/ this weekend?
  4. What is the next step to get X?

 

     What do they do that is…

  1. Relaxing
  2. Fun
  3. Vacation
  4. Other than this
  • SHUT UP and let them talk. 

Things to say to get more than yes or no.

  1. You look like you are in a good mood.  Where are you going?
  2. What do you have going on today?
  3. If you’re on your way somewhere, I don’t want to hold you up.
  4. I was trying to figure out something fun to do this weekend.  Do you have any suggestions?
  5. You look happy.  You must be having a good day!
  6. You look like you wish you were anywhere / somewhere else. – looks unhappy, bored

 

Be ready to anchor

  1. Re-elicit if you miss it.
  2. Have your default anchor ready.
  3. Make it a natural anchor.
  4. Test the anchor and use it. 

 

Know how it will end

  1. Immediate outcome – contact and connect
  2. Short-term – Acquaintance to acquaintance plus
  3. Mid-range outcome – Relationship or client
  4. Long-term outcome – Lasting relationship

Exit with future connection

  1. Here are my details let me know if you have any questions and we can meet ….X. (fire anchor)
  2. It was great meeting you make sure you drop by and say hello (fire anchor) next time you are here.
  3. I am doing X if you want to X. (fire anchor)