Dec 08 06
CommTips #1: How to start a conversation
By Maureen Taylor
Too often we deliver a presentation or start a meeting and don’t take a moment to check in with our audience. If you don’t ask, you don’t know if objective for the meeting has altered in their minds. Perhaps you’re prepared to talk about a new product or solution, but the customer wants to hear about upgrading their current system. A Dialogue Opener saves you from delivering information no one wants to hear. Plus, it gives you the opportunity to get valuable information so you can tailor your presentation to meet the needs of your audience.
There are three components of the Dialogue Opener:
“I’m Prepared”:
Let them know you are prepared – you have completed what you promised, worked on their behalf, done some research.
Invitation to Share:
The idea here is that you want to open the door for any new news, concerns, and information.
Benefit to You:
I’m taking your time, which is a valuable commodity, and I want to make sure this is a good use of it. Be aware that it’s a good use of “their” time, not “our” time. Avoid I, me or we with the dialogue opener. It’s not about you. It’s about making the best use of your customer’s time.
EXAMPLE
I’m prepared to talk to you today about some of the communications solutions that SNP has to offer, but before I begin my presentation, is there anything you’d like to share in order to make this time most beneficial to you?
