In cultivating and nurturing professional business relationships, being interested is the key: not interesting!

The natural urge in beginning a new relationship is to promote and sell your services or products.  You spend a huge amount of time getting familiar with the features and benefits of our own offerings.  You may be very passionate about what you are bringing to the table…and think the whole world will be so eager to hear what you have to say!  “Hey… I AM interesting!!!”

So your elevator pitch is designed to do just exactly that; Turn heads and get you NOTICED!  But after that… the only way to accelerate a referral relationship is to get interested in them!  When you demonstrate genuine interest and value towards them….the psychological stage is set to continue moving forward.  Trust is extended because integrity and intent were measured during that “getting to know you” stage.

I’m Curious… Tell me about yourself

Curiosity is about discovery, exploration and investigation.  Children are curios and have a fascinated hunger to explore the unknown.  Curiosity Mars Land Rover was sent on a mission to Mars.  We spent millions to get it there…..to be interested and do discovery.  It sets a path of discovery and sends back massive details of information!  It isn’t there to tell Mars about Earth.  Quite the opposite.  We are beginning a study of the planet to see if we want to take the next step!  So are you!

Tell me what that has meant to your business

Almost everyone has a few golden nuggets they attribute to their success or uniqueness.  And when asked, most of the time they want to share those!  So ask!

Why would you do that again… or NOT!

Ever made a mistake?  If you have been in business very long you have.  Ask about theirs and don’t steal their thunder when they share their accomplishments!

You can find out a lot about a person and their business…..when you get interested.  One thing you find out….is how and where you can help them move forward to where they want to go.  If there is a need…. you just started building trust…and they may let you help them get there.  That sounds like business and a paycheck!

Your 60 Second Sizzle elevator pitch will get their attention.  But after that…switch postures and get interested.  It’s all about them!

WOW.. That was the most interesting conversation I’ve had in week!

🙂  Scott Carley