When was the last time you were really engaged in a conversation that was stimulating? One thing is for sure; you were engaged in the conversation because the conversation was about something you were interested in.
Let’s face it there is nothing more boring than to be talking about something you feel is a waste of time. With that in mind, how do you think your prospects feel when you are talking about something that is not of interest to them?
Conversations with prospects have to be crafted, planned, and well thought out to be stimulating. One of the biggest challenges is to match the right conversation with the right person.
What I mean by that is a conversation with a CEO is going to be different than a conversation with a CFO, which is different than a conversation with a manager. The reason these conversations are different is because the needs and interests of these people are different.
A one size fits all conversation about the value you bring to prospective clients will not work. If you don’t tailor your conversation based on the needs and concerns (interests) of the person you are talking to, you won’t get very far.
For example, according to The Conference Board CEO Challenge 2010 Survey, the number one challenge CEOs say they are facing is excellence in execution followed closely by consistent execution of strategy by top management. If you tailor your conversations to center around these points, you will be an instant hit.
It’s pretty easy to do. You just simply state how your product or service will help with excellence in execution. If you provide employee benefits you could discuss how execution is vital and what you and your firm are doing to address that.
Similarly, a recent study by IBM of over 1,900 CFOs and other senior financial executives revealed the top three priorities for CFOs are: reducing the cost base, making faster, more accurate decisions and providing more transparency to external stakeholders.
When you put yourself in the other person’s world and talk about things that are of interest to them you will increase receptivity to your message. Your conversations will be engaging and you will develop relatedness at all levels in the prospect organization.
The best way to have stimulating conversations is to plan. If you know you are going to be meeting with the CEO develop a few conversation topics of interest. If you are going to a networking event and CFOs will be there, plan your conversations.
Taking a little time to plan and construct a conversation that is meaningful for your audience can pay huge dividends in the long run. Always make your conversation stimulating.