Wrapping Up the Conversation and Seeing Them Again [ 1] “Looking forward to seeing you at the next event” – Establishing that you and the other person share this organization as a common interest. [ 2] “We’re heading out to dinner – Want to join us?” – Early evening receptions leave people hungry. You’ve indicated you enjoy the other person’s company and would like to see him again. If he declines, set the stage with “Some other time perhaps.”
Business
You want to leave the person with a positive impression and you want him to look forward to seeing you again.
[ 3] Compliment his commitment to the cause – The other person is passionate about a political party, land preservation or cancer research. “You are a very dedicated volunteer to the cause. It’s important to us, too.” [ 4] Offer a service – Your children and theirs are on the same soccer team. “I can bring your twins home from practice next Thursday when I collect our own boys.” [ 5 ] Ask the person to do something – Ask for a small favor. “I appreciate your offer to share those restaurant ideas for our upcoming trip to Vienna. I’ll call you on Saturday morning if that’s OK.” [ 6] Person you should meet – Offer to make a connection with someone you know will benefit him. “So, you are chair of the parish’s capital campaign! A friend of mine just finished running one. He’s always saying he wishes he knew then what he knows now. I’ll be glad to put the two of you in touch.” [ 7] Something you will do for the person – Here’s an opportunity to demonstrate your follow-though and attention to detail. “We’re going to the auction house for the advance viewing of the upcoming jewelry sale. It’s no problem picking up an extra catalog. I’ll drop it off on Saturday.” [ 8] Invitation to dinner – When you share common interests, enjoying them at leisure is the next logical step. “So, you visited the Opus One winery when you were in Napa! We have been talking about opening a bottle from our cellar for some time. Why don’t you both come over for dinner the Saturday after next?”
[9] Where you’ll see the person next – You belong to several of the same organizations. “I’ll probably be seeing you at the Chamber’s gala next Saturday. If you haven’t made plans, perhaps you can join us at our table.” [ 10] Leave with a question – Another opportunit y to demonstrate follow-through and get back in touch. “We still don’t have an answer for that question: Who were the original Beach Boys? I’ll let you know what I find out.”
Matching Strategies to Scenarios
The Big Fish – Time has a higher value than money for senior corporate executives. Something you will do for them is a good fit. How Does This Sound? “Tickets for the concert go on sale at the box office next Monday and your wife really wants to see the guest conductor. No advance sales. I realize you are leaving for London on Sunday. I can pick up two extra tickets while I’m there.” Alternate strategy – The person sits on several boards and attends various
events. Where I’ll see you next is an obvious fit. “You’ll be at the hospital ribbon-cutting, I assume?” The Stunner – In romantic situations, people think several moves ahead and expect the obvious. Establish common interests as a rationale for keeping in touch. Looking forward to seeing you at the next event leans on your common interest in the cause or organization. How Does This Sound? “We share lots of interests in common. We went to the same university, work in the same field and are members of this museum. I’m looking forward to seeing you at the next opening.” Alternate strategy – Everybody needs something. Something you will do for him keeps you in touch. “When a Mercedes makes strange noises, it can’t be fixed by just anybody. I’ll call you with the name of my guy.” The Casualty – The person is having a difficult time. Help maintain the person’s dignity by behaving as a peer. You would
March 2013 » InsuranceNewsNet Magazine
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