Page 245 - ConvinceThemFlip

find the right approach
and expected, to walk straight up to a stranger, look them
in the eye, smile, open your body language, put out your
hand, and introduce yourself. “Hello, I’m Anna Osborne
from the Cigna Group. What do you think of the confer-
ence so far?” Be sure to have your business cards and
your ten-second commercial at the ready. Some folks even
include the commercial, discreetly, on their cards.
Stay Focused
Stay focused on greeting and meeting people and on get-
ting into conversations. Make eye contact, find common
ground. The bar and the hors d’oeuvres table are for
others—not for you. Focus on the person you are talking
with—scan the room for a more important prospect at
your immediate peril. If you do spot someone you want or
need to talk with, close your conversation and gracefully
excuse yourself before moving on to another person or
group. Manners do count.
Join a Group
If there’s someone you really want or need to talk to and
they’re already in a conversation, listen before jumping
in. Make eye contact with the person you want to talk to,
smile, and listen until he or she includes you. Introduce
yourself when there is a pause in the conversation. If you
feel an overwhelming urge to add something relevant to
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