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How to make people ASK for your Business Card
by Wanda Loskot
As a rule, I don't give out my business card unless someone asks for it.
Of course, there are rare exceptions, but normally, if someone doesn't ask
for my card - I don't give it out.
Let me explain why.
What happens when we give out our business card before someone asks? We
announce: This is what I am doing. And maybe even: I want you to buy from
me.
By giving out our business card when people don't ask for it, we put
ourselves and our businesses in the spotlight - this might be gratifying
for our ego, but it's not good for our positioning. "Get in touch with me
when you need me" is a weak attempt to get someone interested in our
product or service. Although most people will politely accept the card,
they will seldom - if ever - call.
But that doesn't mean that you should leave everything to chance. No, no!
Think in terms of earning the right to be in people's Rolodex file
- this way you will be asked for your business card, which is an entirely
different situation.
Now, it DOES takes a bit more effort than simply handing someone your card
and saying, "Call me when you need me." The good news is that as a result
of your extra efforts people will also keep your card, and maybe
even refer to it - instead of trashing it with the others they receive
unsolicited.
How to do it?
First of all, strive to become a person others feel attracted to. That's
very simple. It begins with developing a healthy ego, which allows us to
put other people in the spotlight instead of ourselves. Another necessary
skill is active listening (which has very little to do with a superficial
gazing into someone's eyes and nodding in agreement - although it is a
good beginning).
Like it or not, people are much more interested in their own lives than in
ours. And they love others who are genuinely interested in their plans,
desires, headaches, values, family, hobbies, etc. If you encourage them to
talk, you will be amazed at how quickly they will reciprocate and ask:
"And what do YOU do?"
Isn't this a nice prompt for handing them your business card?
There are some ways that might induce someone to ASK for your card.
My favorite is asking for THEIR card first. You simply say "Gee, this
really sounds very interesting - let's make sure we stay in touch. May I
have your business card?"
Usually this prompts them to say "Sure, and may I have one of yours?" It
is that simple.
And what if they don't ask? I do not offer mine.
But guess what? Now, when I have their business card, I also have
permission to contact them. And that allows me to take the initiative, so
most of the time I immediately follow up with a personal note stating
something like:
Dear Jackie,
It was a true pleasure to chat with you yesterday about.....
I am looking forward to getting to know you better!
Wanda
And this time my card will be enclosed in the same envelope. Of course,
that doesn't mean that Jackie is going to call me. It doesn't mean that
she will want to meet with me or do business with me right away - quite
the contrary, most of the time it will take a lot more follow-up than that
one note.
But it IS a pretty good way to begin a relationship, don't you
agree?
ABOUT THE AUTHOR:
Wanda Loskot is professional speaker and business coach for small
business owners and self-employed professionals who LOVE what they
do - but HATE selling. For a cornucopia of free business strategies,
marketing tips, teleclasses and other valuable resources visit
http://MakeYourBusinessWork.com
The opinions expressed
in this column are those of the author. All answers are intended to be
general in nature, without regard to specific geographical areas or
circumstances, and should only be relied upon after consulting an
appropriate expert, such as an attorney or accountant.
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Sometimes people WANT your business card but don't want the sales pitch
that they think will undoubtedly come with it. Vehicle
Card Pockets is an ideal, non-aggressive way of getting your business
details in the customer's hand... |
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