Has this ever happened to you?
You’re at a live event and you’re hoping you’ll meet someone who would be a good client.
You strike up a conversation and it becomes obvious to you this person might be a good match for the work you do. And you want to gracefully transition from just a social conversation into a Heartselling™ conversation, without seeming intrusive or pushy…
So how do you make this transition without it feeling awkward?
It might go something like this: you’ve just met Jane at a live event and you’re having a friendly conversation during one of the breaks. She’s tells you a little about herself, including how she knows the host and what she does for a living. You’re both feeling pretty connected with each other. You acknowledge her and you see her brighten even more.
She asks you what you do and you share your What Do You Do Statement.
Then, you position yourself as an expert, while sharing your humanity vulnerably. If you’d like support with positioning yourself, see our last two blog posts entitled: Why Clients Cancel (and What To Do About It) and How to Position Yourself (If You Don’t Feel Successful Yet)…
When you have a hot what do you do statement and position yourself well, they will want to know more about your services (if they have the problem you solve).
If they ask you more about what you do, we recommend that you resist the temptation to tell them about your process or your title. Instead, you can share your story about why you’re so passionate about this work.
Share your story in a way that both positions you and lets them know that you understand their pain because you’ve lived through the worst of it and transformed your pain into an amazing life.
This is where the magic transition phase comes in:
If they are still leaning in, you can ask:
Do you have anyone in your life who struggles with _______(problem) and might want _________ (solution)?
This gives them the opportunity to say, “Yes, I have this problem.” Or, “I don’t have this problem, but I know someone who does.” This is so essential, because if they have the problem you solve, it can feel very vulnerable to admit it. This question gives them plenty of space to choose to trust you (or to wait until later to give you their trust).
Either way, you can congratulate yourself, because you have successfully transitioned from a social conversation to a Heartselling Conversation, without being pushy or sales-y.
We share more at the Client Attraction Summit about how to continue the conversation without ending up in the “sales box.”
In the meantime, we’d love to hear what you think about this...
