BUSINESS
HOW TO KEEP THE CONVERSATION GOING Alternate strategy – You’re neighbors, socialize peer to peer. “You’ve been cutting my hair for 10 years, yet I’ve never gotten to know you. Let’s change that. We’re having a barbecue on Saturday. Why don’t you come? Have you ever tried slow cooking over indirect heat?” The Sideline Parent – Talking about children is the obvious choice. Assuming their ages are close, it’s likely you are both facing the same issues. Your children probably share the same friends, too. How Does This Sound? “Your son has real talent on the field. My son was just telling me about the touchdown he scored last week…” Alternate strategy – Real estate is a common link. “We were just named the top school district in the county again. How much effect do you think that really has on home prices?”
If you suspect someone is down on his luck, don’t be patronizing by offering “advice.” Try a comment about the economy to give them an opportunity to talk. Alternate strategy – Compliments often work. “I notice that’s a Piaget watch you are wearing. I’m partial to Rolexes myself. Yours is a classic. Have you had it long?” The Casualty – You suspect they’ve been downsized. Don’t be patronizing. Get the conversation rolling by asking tactfully, What have you been up to? It allows them to use their own words to communicate they are between positions. How Does This Sound? “It’s good to see you. It’s been months. Jeanne and I have been coping with the recession like everyone else. What have you been up to?” Alternate strategy – Try Specialized Knowledge. “I know a guy who is getting started in the online education business. He understands the technical side, but not the marketing side. If you know anyone who could give him some advice, please let me know.” It may not be your friend’s field, but he may know someone else he would be able to help. His own skills might work, too. 56
The College Roommate – You knew each other so well, then the years passed. You share great memories. Try a variation on what do you do for fun by remembering an activity they enjoyed in school. How Does This Sound? “When we were in school together, you were always playing squash. You were quite good, as I recall. Do you still play?” Alternate strategy – Another case where what have you been up to can be adapted. “We both graduated with mechanical engineering degrees. Now you’ve made it big in internet publishing. How did you get into that field?” The Service Provider – Speak as equals. Gardening using the lawn as the subject should provide common ground. (Be sure they have a lawn.) How Does This Sound? “This drought has been terrible. Our lawn is completely brown. Yours looks much better. What’s your secret?”
InsuranceNewsNet Magazine » February 2013
The Extremist – You are on opposite sides of the political spectrum. There must be some common ground! Most people travel on vacation. Travel involves the same wonder and challenges regardless of your politics. How Does This Sound? “You have a big anniversary coming up. Are you taking Maria someplace special on vacation to celebrate?” Alternate strategy – People are rarely offended by sincere compliments. “We are new to the wine game. You’re a serious wine guy. We always have great wines when we’re at your house. We’re tired of cabernets. What would you suggest?” Next Article – People like to talk. The object is to get them started. Probe for information and identify interests in common. This leads to part three – the rationale for seeing them again. Bryce Sanders is president of Perceptive Business Solutions in New Hope, PA. His book “Captivating the Wealthy Investor” is available on Amazon.com. Contact Bryce at Bryce.Sanders@ innfeedback.com.