Last week, I received a question through the website regarding how to do a 30 second commercial for a grocery store line or when you are out and about. I'll tell you what I told her – I'll be honest with you, I'm not a huge proponent of those types of interactions with complete strangers unless someone has asked about what you do (because you're wearing clothing with your company name and logo or it has come up in casual conversation). I think the odds of getting someone to actually say "yes" in any other circumstance are very low, and the odds of both of you feeling very uncomfortable are very high.
That being said, if it comes up, here are some things that what worked for me:
- Make sure you always have a business card
- Make sure you always have a catalog with your information on the back with you and let them walk away with that as well as your card
- Let them know that you do a monthly drawing and would love to enter them into that
- Visit with them about booking a party
Not only did I give them a business card and a catalog, but I got their information as well (writing it on the back of one of my cards if I had to) and made sure they were okay with having me follow up with them in a few days. That way, since they're probably not equipped to book a party right there on the spot and you both may be in a hurry, you can comfortably follow up.
While these types of interactions probably won't be frequent for you, if you're prepared they can lead to some great business opportunities. What do you think? Do you agree or have you had a different perspective?
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Julie Anne Jones is a success language consultant, a direct sales coach and trainer, and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. To learn more about Julie Anne and her products and services, and to read more blog posts, visit her at www.julieannejones.com.
I couldn't agree more. Direct sales is almost like religion when you are approached in the supermarket line; it's a touchy subject that puts me on the spot and makes me feel VERY uncomfortable.I enjoy grocery shopping by myself during the day and during the week when my daughter is in school. I simply hate when I go shopping and you walk in the door to see a sales person luring people in. I almost feel violated that I am being bothered during "my time". Like a knock on the door when you are trying to enjoy a nice bubble bath. I love the ideas in this article because it allows you to ask questions about them and get their information. Meet to have a coffee with you in a few days. I believe that this establishes trust and friendship mixed in with business and fun. Super ideas!!!
Great idea. Thanks for sharing, Barbara Jo.
I had little success with the out and about contact as well. Until I started doing a weekly drawing and a drawing slip that has them mark what they are interested in…I now have success, but the follow up is key for me. I call and just ask if they would like to have an individual sampler, even if they marked that they would be interested in becoming a hostess or a consultant… we can even meet in a coffee shop. Once they know me, try my product and trust both, they are always willing to introduce me to their friends and/ or hear more about the business. For this technique, less is more. Some of my best consultants and customers have been those contacted out and about.
Tara – Look for ways to inject it into the conversation that feel natural. For example, if your physician asks how your day is going, you could share that you’ve been busy working with you new representative or that you’ve been unpacking new products that arrived from your company all morning. You could also flip through your new catalog in the waiting room and in the exam room. That’s a natural conversation starter as well. If it naturally flows into more questions at that point, you’ll know they’re interested. If not, no one feels uncomfortable.
I like the idea of wearing something visual to encourage people to strike up a conversation – it's how one of my Team Leaders got a very solid lead while visiting Alcatraz after conference last year. I would be interested however in hearing your advice for cold approaches; or even luke warm ones. For example, what's the best way to bring up your business to your doctor or dentist?
Thanks, Awnya.
I so totally agree with you! When I go to the store, I don't want to be assulted by people telling me about thier business or asking me to book a party. ;o) And I would hate to have people not want have me around them in public.
Great advise though. Use the opportunity to follow up and show them how great working with you will be!