Coming from curiosity is a gift to everyone.
When we’re wearing our business hat, how often do we go beyond the initial dialog?
Is it always an exchange of information or a negotiation, or can it also include some level of warmer connection?
The most effective conversations begin with some form of FORD – (Family, Occupation, Recreation, Dreams) . . . so why don’t we do this more often in the business interaction?
When there’s even a smidgen of familiarity, pretty much everything goes more smoothly, and we all serve our clients better.
I’ve found this to be most useful on the front end of every conversation, and it doesn’t have to be weird.
“Oh hey Joe! How are you? . . . I saw your Facebook post about your daughter’s graduation. Is she heading off to college in the Fall?” . . . and then: “Of course, that’s not why you called, how can I help you?”
or . . . Hi Jim, I don’t we’ve ever met. Which company are you with? . . . Awesome! I know Susie who raves about your Broker. What do you like best about your company? . . . and then: “Of course, that’s not why you called, how can I help you?”
or . . . Hello John! Your name came up in a conversation a weeks ago. I had no idea that you are THE connoisseur of fine whiskey. I’d love to check out and sample your collection” . . . and then: “Of course, that’s not why you called, how can I help you?”
Give this a try! Find a little piece of commonality before getting down to business.
I think you’ll like the results.