3 Simple Questions That Keep Your Business Conversations Moving
Today I am going to reveal three questions that you can ask mid-conversation to keep any conversation moving. Ultimately, you want to move the conversation towards whether or not they will join your opportunity and/or become a customer. These three questions do just that.
I found a blog a lot like this one not too long ago that went through these three points and I have used them since very effectively.
I learned most of this information from fellow network marketing leader, Julie Burke. You can reach her latest blog on the subject here. And click here to get a free copy of her social media guide.
The first point I need to make is that you should NEVER begin a conversation with these questions. You shouldn’t even be having a conversation with anyone about business until you’ve made a connection with them.
This is a really important point. You should not be messaging random people or people you barely know at all – let alone asking these questions.
These questions are to be used only during a conversation has already started.
It’s important to find common ground with someone first and establish a connection so there’s a degree of trust before this conversation starts.
TINY (Their Interest, Not Yours)
It’s easy to get caught up in meeting YOUR goals and YOUR interest in obtaining new customers and business partners. But it is critical that you keep the conversation focused on THEM.
If you talk about yourself at all, it should be about what you can do FOR them. Tell them how you can serve them and how you can help them obtain whatever result they’re looking for that you can provide.
A couple years ago when I got involved in network marketing, I was a stay at home mom who was unfulfilled and overwhelmed.
I didn’t realize what it was back then, but I wanted to feel like I was a “part” of something.
I had felt that I had lost myself and I felt terribly guilty that focusing only on my family wasn’t as fulfilling as I thought it would be.
And not to mention, we were typically spending more money in a month than we made; which is what ultimately pushed me to look for something I can do for ME that would provide me an income.
The person I ended up joining business didn’t ask me these questions in particular but I can tell you how the conversation would have gone if she did. I would have signed up right then and there. Instead, it took me 2 months to jump in.
For me, it wasn’t all about money; It was about feeling like I had a purpose beyond taking care of others. It was about feeling like I was doing something for ME. And helping other people in the process.
Can you relate? Maybe you’re in that place right now….if so, there is a way that won’t take away from your family and kids. Interested, click here to contact me – let’s talk!
So, returning to our discussion…
Here We Go
With all that said, here we go. Here are the three questions to ask that keeps your conversation moving along.
Be sure to start the conversation asking questions about them, their family, what they do and what their interests are. Just get to know them a bit.
Briefly talk about yourself and focus it on your story and how you serve others (however that is).
See where the conversation leads – it may naturally move towards business or product, but as you chat and you need to either get back to business and products or if you believe it’s time to get into the heart of if they are a good fit for you or your products, ask question one.
Question #1: “Are you happy?”
It’s honestly that simple.
Ask a question that’s appropriate to your opportunity/business, such as…
- “Are you happy with your 9:00-to-5:00 job, or would you like more freedom?”
- “Are you satisfied with your job? Or your life? Would you like to feel more fulfilled?”
- “Are you happy with your financial situation? Do you have things you wish you could do or buy?”
Depending on your product or service, you can ask….
- “Are you happy with the way you’re feeling in your day-to-day life?”
- “Are you happy with the way your body feels right now?”
- “Do you have enough energy?”
- “Do you feel tired?”
- “Are you happy with your travel/insurance agent?”
- “Are you happy with your skin or your complexion?”
This is simple and easy to remember. There’s no hard language that you won’t be able to remember so you are left scrambling for words.
If they say “no,” or “not really” or in any other way that demonstrates that they are not happy (or as happy as they could be), you move on to the next question.
Question #2: “Do you have a plan to change that?”
Most people say they do not. And my experience is that while a lot of people may be aware they’re not quite happy or as happy as they could be, they haven’t spent much time thinking about how they’re going to change that.
A lot of us spend our days walking around like robots, doing all the tasks that need to be accomplished without giving much thought about what they could change. The days go by, then the weeks and the months and five years later, they’re in the same place.
So this is your opportunity to help them figure out how to become happier, more fulfilled, get out of debt, or how they can actually make an impact in the world and have passion back in their life.
Not to mention, have their dream home (or dream cabin/second home), travel, get braces, and all the other things that require money.
If the answer to this simple question (do you have a plan) is “no,” move on to the next question.
Question #3: “Do you want to see one?” or “Can I show you one?” or “Are you open to discussing one?”
I’ve asked this question all of these ways depending on the conversation and the person and what it is they want changed.
My favorite is probably, “are you open” – I get the best responses from using that phrase from all kinds of people. They feel less committed or less pressured to say yes – which in turns usually helps them say yes!
And if they say “yes,” then you’re going to send them a tool.
This part is important – if you can, don’t BE the tool. If you can, send them to a video, recorded call, website, podcast, conference call—whatever your company or upline has.
This is important because if they do end up joining you, they need to see that what you’re doing is duplicable. They need to know that they don’t have to know everything or have all the answers to do what you do.
Pretty simple, right?
I know what your next questions is – what if they don’t respond the way you expect them to at any point?
I understand the curiosity. Honestly, most people will respond the way you’d expect but there are some who don’t.
If they say “yes I’m happy” – say “great! If you ever become unhappy, let me know. I may be able to help.”
I typically move on to products at this point. I say something like “Are you happy with your current…..(exercise program, nutrition plan, health, skin care, etc.)”
If they say “yes, I have a plan to change it” – I say “Super! Are you open to sharing the plan?”
Again, if they don’t want to share, I go back to the “if you ever need a different plan, let me know. I may be able to help.” Again, I move on to products.
And last, if they say they don’t want to see a plan – I say “Oh no. May I ask why not?”
Honestly, the conversation from that question usually moves to some objection they have. Once we have cleared up the objection, I go back to the same question and see if they now say “yes.”
Bottom line, if they’re not ready to see what you have – whether that’s a business opportunity or products/services – then don’t show it to them.
Do not pressure them.
You can always say something like…
“I understand that right now is not the right time. However, do you mind if I follow up with you in a few months and see if anything has changed for you then?”
I ALWAYS end with some fun banter about kids, work, or any other topic you have in common. And I always end with a compliment and a “talk to you soon” type of goodbye.
Sometimes the less you say, the better off you are.
So take some time and memorize these questions – or even just the words “happy, plan, open” – that’s how they became more natural to me.
Get good at asking questions in general – remember it’s TINY (their interest not yours) so you want to get them talking.
Be a better listener than a talker.
I judge my own conversations about business or products with whether I spent more time talking or more time listening. Listening is always better.
What I’ve always loved about these questions is how simple they are to remember and to ask.
They are natural questions to ask in conversation.
Thank you Julie Burke for the great insight and questions that have definitely helped me. I hope they help YOU too.
Speaking of Julie Burke, I’ve got to ask…
Would you like to be able to find potential business partners and customers on social media?
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