Here is a fun and successful way to meet and connect with new people. It is called the "SNAP" approach. It is also the highlight of my StreetPlay seminar. Are you ready? Pay attention now! Do you have a smart phone? A stupid phone won't get you through this exercise. So, if you own a stupid phone, get a smart one. Or you'll miss out on the dozens of sales you can make with it. You can use this approach to sell, attract friends or prospects no matter what business you are in. Before you start, they key is to be seamless, contagious and business friendly. So you'll need to practice.
Alright! Let's go out! Where are we going? Tonight we are going out to a business after hours at your local favorite restaurant or hangout. Look nice! Smell good! Here we go!
It's obvious! If you don't smile, people think you're a jerk, or that you are having a bad day. Or that you are a serial killer. Smiling is the friendliest expression to invite someone into a conversation. And it avoids intimidation.
And since your name is the most beautiful sounding word in your brain, you are going to make sure that they listen to their favorite sounding word three times. The reason for that is they love their name, and it makes you remember it. The most common introduction you are aware of is when someone goes: "Hi, I'm Richard!" Nothing wrong with that! But through SNAP, you put people first, by introducing yourself like this: "Hi, what's your name? And they are going to listen to their favorite word for the first time in the conversation when they say their name. "My name is Becci". You are then going to come back and repeat their name for the second time when you introduce yourself like: "Becci, good to meet you, my name is Richard!" This way the initial interest was to learn her name first, instead of yours. Small detail, big effect!
The third time she'll hear her name is when you move to your next step.
When you do this, you must do what most people fail at, which is to "listen". Listening makes you learn about who they are. It also makes them know how much you care, and it reveals information to find the link to your sale. First question is: "What do you do Becci?" In this case, Becci says she is a Project Manager. The second question will let you identify emotion and her passion for what she does: "A Project Manager! That sounds great! Tell me, what's the best thing about being a Project Manager?" Let her speak! It's her time! This is when you listen.
The last questions are critical to make a connection to your product or your service. The questions have to be delivered in a way for you to provide value to their answer with what you offer. For example: If Becci is a Project Manager and you provide cell phones, your third question should be something like: "And when things get busy and you have to be at a million places at the same time, how do you make sure production continues smoothly?" You listen again to see what information can be useful. Deliver the last question the same way; "Gotcha! With looking at videos for work, reading emails and talking to clients; how do you handle all of that on the run?"
Whatever it is that you do, you must write down a list of power questions that will serve you like the previous ones. Write a bunch of them, which ones to ask who and practice. Sales have to do a lot with the questions that you ask.
You can skip the picture, but never skip the pitch or the phone. By now you have rehearsed a short pitch that is flawless, creates curiosity, conversation and most of all, provides value. It is your "Slice and Dice". Don't ask any more questions. She is either going to ask you what you do, or you are just going to flat out tell her. Deliver something like this: "I'm the guy that makes sure your productivity never slows down, that problems are solved on the fly, no matter where you are, with the use of just one hand." Do it like that, and you'll spark conversation. Say something like: "I sell cell phones" and you'll know what shampoo Becci uses, when she turns around and hair whips you in your face. You don't sell phones. You offer the convenience to make her job easier.
Remember when I asked you if you had a smart phone? After you deliver your pitch, take a group picture with your smart phone. Everyone wants to hang out with the pumped up party dude. Once you take the picture, ask for her business card or phone number and invite her to an appointment. Because there is no way, you are going to get a check from your new prospects right there. Sell the appointment, not the product. For example: "Group picture! Let me have your business card Becci, so I can send you this picture and learn more about the projects you do over lunch sometime". SNAP! Then, download an application to your smart phone that lets you add thought bubbles to your pictures. Add some cool thought bubbles to the both of you so that you can email or text your picture with her as a follow up. Get it?
Go out there and have fun with "SNAP". Do it again and again so you can expand your network of contacts and make sales. I can show you how to transform all those contacts to actual checks. So if you are interested in the rest of my StreetPlay seminar, email me.
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MUST READ BOOKS to enhance your social sales skills
Little Black Book of Connections
By Jeffrey Gitomer
Fascinate
Your 7 Triggers to Persuasion and Captivation
By Sally Hogshead
Married to a Psycho
By Dr. Ximena Aldea
(Coming soon) |
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