Page 193 - ConvinceThemFlip

open the lines of communication
thing to do, so if you don’t feel like coming right out and
asking, then pick up on something you’ve been talking
about and offer to send a link or some information if the
person will share an e-mail address. When you ask for con-
tact information, remain calm and look the person in the
eye. If the person agrees to your request, take down the
information or exchange business cards. If your request is
rejected, then say politely, “It was nice chatting with you,”
and go about your business with your confidence intact.
Free Information
The first few seconds of any meeting is rich in oppor-
tunity. We can use the natural human tendency to
synchronize and reciprocate behavior in many ways,
including obtaining free information.
In a controlled business situation—as opposed to,
say, bumping into strangers on the street—if I say “Good
morning,” you’ll probably say “Good morning,” or some-
thing similar, right? What if I shake your hand and say
“Good morning, I’m Jeff”? The expectation is now in place
for you to respond with comparable information: “Hello,
I’m Janet.” If you just say “Hello” without proffering your
name, I can reasonably suggest you give it to me, either
with something as simple as an inquiring look or as dev-
astating as “And you are?”
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