Communicating with Prospects: The High School Dance
By Andrew Winig, ImprovAndy

Remember that high school dance? Girls on the left. Boys on the right. Who will break the ice?

Maybe you’ve experienced the adult version: A Business Networking Event. How do you decide who to approach? What should you say first?
Those butterflies in your stomach are merely echoes from those awkward high school years.

Now, I know that you are a confident business person. Eager to turn prospects into customers. Right. Sure. Here are two ways to break the ice:
1. At the dance, friends clump together.
Remember how you wished you could get your “prospect” alone? Here’s your chance! Approach someone who is standing alone. Say: “Have you been to many of this organization’s events?” Then use Follow Up Questions to get into a conversation.
Not sure which two key ingredients create an effective Follow Up Question? Contact the author for three free Elevator Pitch Tips by email.

2. Join the group.
It’s awkward (and a little rude) to break in on one-on-one conversations. So approach a group of 3 or more. Listen from outside the circle for a natural opportunity to enter the conversation and join the group.

Bonus Tip: When someone you know approaches your group discussion, find a way to introduce them and draw them into the conversation.
Bonus Tip #2: A crisp and engaging four sentence elevator pitch is the best way to start business conversations that turn prospects into customers!

Andrew Winig created the Collective Engineering™ Leadership Model based on his 20 years of experience developing high performing teams as an entrepreneur, software engineering manager, franchisee and community leader. As President of ImprovAndy he empowers people like you to develop a 4 Sentence Elevator Pitch that starts business conversations and turns prospects into customers. For more information or to sign up for a free 20 minute phone consultation, visit http://ElevatorPitchWorkshops.com.


Business After Hours
Summer BAHsh!
Thursday, July 15, 2010, 5:30 to 7:30 p.m.
Rooftop Garden
Marriott Hotel
Two Cambridge Center
50 Broadway, Kendall Square
To reach the rooftop garden,
take the parking garage elevator to the top floor. Parking is available in the hotel garage and metered spaces throughout Kendall Square. Or take the Red Line to Kendall/MIT.
$25 for members and $50 for non-members with registration
& payment by July 13, 2010. $10 additional late fee thereafter.
www.cambridgechamber.org/chamber/viewevent.html?id=270

Thank you to our event sponsors: Cambridge Trust Company <www.cambridgetrust.com> and Millennium: The Takeda Oncology Company <www.mlnm.com>

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