The Water Element is the secret behind enjoying every Heartselling™ conversation you have. When you bring the Water Element of curiosity to each conversation, every potential client will be fresh, fascinating, and intriguing.
Think about the ocean. If you go below the surface and into the depths, there is so much to discover. Your potential clients are the same way; they each have an ocean of depth beneath the surface.
So how does this work in Heartselling™?
When you get curious about your potential clients and give them the opportunity to talk about themselves, they open up. Your listening itself can be very healing for them.
The more curious and interested you are in your potential clients, the more they'll share with you and trust you. Instead of trying to convince your potential clients to try your services (something that many salespeople make the mistake of doing), you ask questions. If your services are a match for your potential client, they'll discover that for themselves. And you'll find them talking themselves into working with you.
There are three types of curiosity: unadulterated, agenda, and intentional. Unadulterated curiosity is great to use at the beginning of a conversation.
Examples of unadulterated curiosity:
"How are you?"
"Oh, tell me more about that."
"Very interesting. What's that like for you?"
Just as a compliment can open the way for acknowledgment, unadulterated curiosity can open the way for more intentional curiosity. Use unadulterated curiosity to explore the "surface" of your clients...to discover the "way in" to their depths. Then, move into intentional curiosity to explore their depths and their potential match for your services.
There's a fine line between agenda curiosity, which can be damaging, and intentional curiosity, which can be healing. When you're in the energy of agenda curiosity, you're thinking, "I want this person to be my client no matter what." When you're in the energy of intentional curiosity, you're thinking, "I want this person to be my client, if it's for the Highest Good of All Beings."
Now, ultimately, you can't know what the Highest Good is, so it allows you to go on a journey of discovery with your potential client.
Here's an example of how to use intentional curiosity...If you are a chiropractor who specializes in helping people with migraine headaches, you might say something to potential clients like this: "Wow, after hearing all about your job, it sounds really stressful. Do you ever get headaches from all that stress?"
If they do get headaches, ask them to tell you more about that. Keep exploring with them. You can ask questions like, "What is that like for you?" or "Tell me more about that."
If they don't have the problem you can help them with, that's okay. This is a great time to let them know what you do and ask if they have any friends or colleagues that do get headaches. And, you can continue to be curious to find out what they are looking for. That way, you can still offer them a resource, it may just not be your services.
The deeper you go, the more they'll trust you. The more they trust you, the more open they will be to sharing what they're most committed to. Once they share what they're looking for next, you can step into the Earth Element and be of service to help them get what they most want. Or you can acknowledge them for their deep commitment and their courage. Or you can get even more curious, and ask them more about it, like "How would it feel when you get what you are looking for?"
Do you see how the Elements work together?
Before you leave the Water Element of curiosity to move into the Wood Element, which is to boldly give them a choice, there is one last question you must ask. This is SO important!
The question is: "If we were to work together, what would you see yourself getting out of it?"
Let them tell you what they see. Then you can say, "Yes, exactly, you'll get a, b, and c, plus x, y, and z." Or, "You know, I can't promise you that, but what I can promise you is x, y, and z."
There are two reasons to ask this. First, as their trusted advisor, it is your job to make sure you can offer what they want to get from working with you. And second, to help them get really excited about what they could get from working with you and to paint the picture in their own words. When you ask them this question, they actually talk themselves into working with you. And you want them to be really excited before you ask them to take the next step, which might be to sign up for your services.
Ultimately, the deeper they go with you, the more likely it is that they'll become your clients. So it's important to use the Water Element of curiosity to go deep beneath the surface in your Heartselling conversations with your potential clients.
Here are some questions to support you in that.
Water Element Questions:
- "How's your ... (neck, job, life, dreams, or whatever you help people with)?"
- "I'm curious. Would you tell me more about that?"
- "What's that like for you?"
- "How is that affecting... (your life, your business, your relationships)?"
- "What do you want instead?"
- "How would you feel if you got that?"
- "If we were to work together, what would you see yourself getting out of it?"
You'll be amazed to see how your potential clients talk themselves into working with you - if you're a match - and if you're using the Water Element.
We want to know how it goes with your Heartselling conversations once you start using the Water Element!
