Page 223 - ConvinceThemFlip

get them talking
business—but there are plenty of other ways to stay top
of mind. You can e-mail a Web link or send a magazine
clipping that you think a client would find interesting
or that would further the client’s professional devel-
opment. You could introduce two clients with mutual
interests over lunch. You could connect your client with
a new resource, such as a caterer, a photographer, or an
architect. You can bake cookies and drop them off at the
client’s office during the holidays. (Sound corny? Forget
it. A very successful financial planner I know, who is also
a brilliant baker, brings fresh cookies to some of her cli-
ents. They are always very happy to see her.) If you aren’t
a baker, figure out another strategy. Use your imagination
and a little KFC (see page 31)!
90-Second Summary
How to Get Them Talking
The ground rules for successfully connecting are:
Get them talking, and keep them talking. Stay focused,
actively observe, actively listen, give feedback and
encouragement, and make sure to listen more than talk.
Questions
Questions are the spark plugs of conversation. Asking
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