Page 190 - ConvinceThemFlip

convince them in 90 seconds or less
thought of doing so immobilizes many of us. Let’s make
a new rule, though. While “Don’t talk to strangers” is a
great watchword for kids, it’s nonsensical for adults, and
is actually counterproductive.
It takes a lot of guts to approach a stranger and start
talking. But there are times when you must act now or
never see the person again. Here’s a natural and easy
guideline to connecting on a personal level at, say, a
dental convention. With a little modification, these steps
apply equally at work, at a trade show, or wherever
opportunity presents itself.
1. Harness the Three-Second Rule. Don’t overthink it!
Take a deep breath, count to three, and adopt a great atti-
tude—curious, enthusiastic, calm are all good. It’s simple:
When you see someone you want to talk to, say to your-
self, “One, two, three,” and walk over, without hesitating.
The key is to make your move within three seconds. Don’t
let your brain take over and start coming up with excuses.
Make sure your body language is open (no crossed arms
or hands in pockets). Then seize the moment, count to
three, and approach calmly.
2. Say something. You could begin with a casual state-
ment tailored to the situation (perhaps something about
the city or the weather) followed by an open question
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