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The Bell Tolls

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“I’ve found that luck is quite predictable. If you want more luck, take more chances. Be more active. Show up more often.” ~~ Brian Tracy

In week 14 we talked about some of the considerations of magnetism (specifically about Giving Flavored Answers) and last week we opened the conversation about introductions.  We’ll combine the two and elaborate on the importance of tooting your own horn.  Most of us are reluctant to brag.  In some cases we do not want to represent ourselves as needy, either, so it is a dilemma when some helpful soul inquires with an innocuous, “How is business?” or some similar question.

The typical response, “Everything is fine” does not engage any further.  A very common response would be an enthusiastic, “Business is great!”  This implies one of two things.  First, just as stated, business is great.  Second, business is not really great but I don’t want to go into it.  The problem with this typical response is that it does not encourage inbound referrals.  Business may be great but I assume you could handle more, so why not position yourself properly to welcome that?

Instead of simply replying by rote, inject some reality into your responses.  Here are a few examples you might consider:

  • The third quarter was excellent and we are ramping up for a strong fourth quarter, too.
  • We’ve added eight clients so far this year with a goal of twenty, so are doing well but a little behind the pace.
  • I’m taking a course now to shorten the sales cycle.
  • We are just about to enter the slow season so I am more actively networking these days.
  • If things continue we should be adding a new sales person next month.
  • Sales are up over last year although a little under our projections.

As you inject these responses it sets up an opportunity for a success story, presented a few weeks ago.

Your action this week is to come up with two responses for each of these mundane questions, memorize the response, and start using them immediately.

  • Q1: How is it going?
  • Q2: What’s new?
  • Q3: How’s business?

© 2011 by Stephen Hand of Triangle BNI.
All rights reserved. No part of this document may be reproduced or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without prior written permission of Stephen Hand of Triangle BNI.

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Written by bniguy

October 9, 2011 at 2:00 am

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