11 June 2017
We all want to find more clients easily. Well you know how it is impossible to read your client's mind? The good news is you don’t have to. Instead, you can get your client to tell you exactly what they want with a simple trick.
When networking and meeting prospective new clients it’s important to let them talk as much as possible. People are social beings, and they love to hear the sound of their own voice. Talkers also tend to be the easiest to persuade, because they will tell you everything you need to know to close the deal.
But what do you do when they stop talking and you can’t think of anything else to ask them? Or perhaps your prospective client isn’t the most talkative or open personality.
Most people will try to fill the gap in conversation by making up something meaningful to say. Most of the time this appears stilted and awkward, having the opposite effect you want by pushing your client away. However some people understand a simple body-language trick which keeps people talking 3-4 times longer.
It’s called “The Triple Nod” technique.
How does it work?
Once your prospective client has finished talking, nod your head 3 times in quick succession. They will often continue the conversation far longer than they had initially planned. If they fail to continue the conversation, then just pick up the conversation from where it left off.
Click here to watch this video and see exactly what the triple nod looks like.
This works as a nonverbal cue, which shows your client that you are deeply engaged and interested in what they have to say. When people feel that level of engagement and support, it puts them at ease and opens them up to keep talking.
It’s also a great way to have a client divulge information they may not have been willing to share in the beginning. This is a particularly useful tool for those of us who are more introverted, and find it more challenging to engage in conversation.
There you have it, how to keep clients talking without saying anything.
A Bit Of Humour For You
When the store manager returned from lunch, he noticed his clerk's hand was bandaged, but before he could ask about the bandage, the clerk had some very good news for him.
"Guess what, sir?" the clerk said. "I finally sold that terrible, ugly suit we've had so long!"
"Do you mean that repulsive pink-and-blue double-breasted thing?!" the manager asked.
"That's the one!"
That's great!" the manager cried, "I thought we'd never get rid of that monstrosity! That had to be the ugliest suit we've ever had! But tell me. Why is your hand bandaged?"
"Oh," the clerk replied, "after I sold the guy that suit, his guide dog bit me."
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