“While you’re being curious, also delay saying anything about what you do. If they don’t want to hear about what you do, they’re probably not going to be a great advocate. They’re probably not going to be the type of person that’s going to get you in the door or refer you.” – Dave Castro in today’s Tip 1674
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Dave Castro. Dave is an entrepreneur and creator of the IceBrekr app, seeks to empower people to meet key new connections on their own terms wherever their ideal kind of people gather. Dave has also co-founded a healthcare software company acquired by Dr Oz’s ShareCare corporation and has worked in the software industry for over 20 years.
Dave Castro: Hey, in the last few podcasts I’ve been on, I get asked for a networking tip. And I wanted to share another one. Not that hard to do, and yet it takes some practice to get used to doing it. So it’s a knee-jerk reaction to just share your elevator pitch to talk about yourself. You assume that the other person expects that. And when you’re talking with someone, they don’t expect you to say anything other than who you are as a human and to engage in conversation. That’s the expectation.
Taking that perspective, when you ask them about themselves, I always say being curious is, that’s my top tip. But while you’re being curious, also delay saying anything about what you do. If they don’t want to hear about what you do, they’re probably not going to be a great advocate. They’re probably not going to be the type of person that’s going to get you in the door or refer you. So right there, you have your litmus test. But draw them out, ask them about themselves. And at some point, they’re going to ask you, and then at that point, resist the temptation to give them the full main web page of your company. Just give them that elevator pitch and learn to make that one pithy. What’s the one that creates a follow-up question to it? How does that work? Or another follow-up question that might be is, Oh, who do you work with? Do you have any customers? But whatever it is that you say, try to get it into just a couple of sentences and watch your networking success grow. Watch the number of follow ups you have afterwards, the number of opportunities you have afterwards grow. Good luck.
Scott Ingram: For a link to connect with Dave, just click over to DailySales.Tips/1674. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!