We've all done it. We spot someone across the room or overhear someone we're standing with in line at the grocery store. We just know that if we could make a connection, they could become a client or strategic business partner. We rehearse our intro, reach for the business cards and then...chicken out.
At this week's BRN meeting on networking, we talked about FORM. Our FORM is what we say that helps lead into a deeper conversation. FORM is Family, Occupation, Recreation, and Message. These are all great conversation starters that we can work into a conversation with a complete stranger. You don't have to use all of these, but it's something you should think about when the opportunity presents itself.
Family
Take "Family" for instance. You are at your kids soccer game and you sit next to other parents. You might ask, "Oh, do you have a child that's playing?" This leads to you sharing about your kids. As the conversation progresses, you might ask where they are from and eventually what business they are in. Then you exchange cards.
Occupation
"Occupation" is easy to bring up, especially at a networking event. "Tell me about your business" is a great conversation starter.
Recreation
I often use "Recreation" as a conversation starter - especially if I'm waiting to tee off at the golf course. "What's your handicap?" or "Isn't it nice to get away from the office on such a nice day?" Those always start a conversation where I can then ask, "What business are you in?"
Message - not so easy
But the biggest stumbling block is "Message". Many of us are okay with the F-O-R but we don't take the conversation far enough. The message is where, after we exchange business cards, we schedule a follow-up. "I'd like to learn more about your business and what you do. What days are best for you to grab a cup of coffee in the mornings?"
The Exercise
There are several questions you can come up with for each of these lead-ins. Come up with a few on your own and then practice them. It may feel uncomfortable at first, but you'll get better with time. The exercise is to use F-O-R-M and then tell us about it by commenting below.
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I had to miss this weeks meeting due to business commitments. However I’m still compelled to think about the topic, “How to approach strangers about business”….I’m paraphrasing. I do so because inevitably BRN topics lead me to improve the way I approach business.
ReplyDeleteSo…I was standing in front of a restaurant on the north side of Indy Wednesday waiting for an appointment. I saw a woman walking toward me with a spindle of manufactured CDs. Not a spindle of CDRs that you would buy at Best Buy, but a shrink-wrapped spindle of manufactured CDs. I’m a wall flower. I would normally let her walk buy and think of things I would have said to her. But the topic was about approaching strangers so I said, “A spindle of bulk discs. Boy you don’t see that every day”. She looked and me. I said, “My Company makes CDs and DVDs, which are those”? She said CDs and asked where we were located. I told her. She asked for my card and told me her company orders quantities of 1k – 25k periodically. We discussed our services and her company’s specific needs. I gave her some packaging samples and told her I’d follow up Friday.
Synchronicity is more than an album by The Police.
Thanks to Brian and Charles for meaningful topics and discussions.
I love it.
ReplyDeleteI did a lot of questions on recreation as I do coaching with www.beachbodycoach.com/drshinaver
Here is a funny story. LA fitness was in the house and a woman from LA fitness wanted to give me her 60 seconds. So, I told her okay, but I have something for you. She did her 60 seconds and then I said. I have your add from the paper which says $9 a week. With that amount along with the money you would spend on supplements (e.g. vitamins, protein drink, recovery drink, etc.) you can start a business with beachbody. She laughed, but it was fun. I was on message! Charles
www.beachbodycoach.com/drshinaver