| gent Engagement is not the title of the latest | | | | What led you to this career? |
| suspense thriller playing at your local IMAX, it is the | | | | What’s been your biggest success in |
| method you should use when interacting with any | | | | expanding your customer base (or business)? Why |
| potential client. Practicing this method will aid you in | | | | do you think that is? How can you replicate |
| every interaction you will ever have, but you will see | | | | what’s worked well for you? |
| great results in the business world. There are a | | | | What’s been your biggest hurdle in developing |
| number of points involved with Intelligent | | | | new clients? What’s been causing these |
| Engagement, but the most important is this- | | | | hurdles? |
| Cultivate an attitude of genuine interest in the | | | | If money was no object, what changes would you |
| other. | | | | like to make in your business? Why? |
| The focus of Intelligent Engagement is to listen to | | | | What is your plan to keep customers loyal? |
| the customer or prospect, not focus on the sales | | | | What does the competition do that you like/dislike? |
| process. Win the deal by talking with them about | | | | Bring Ideas |
| their business, not about your products/services or | | | | Don’t use the traditional pitch approach when |
| how you do business. Show a genuine interest about | | | | giving information about yourself as this places you in |
| the person you are dealing with. People are aware | | | | the role of salesperson. People don’t want to |
| when you are being false. Attempting to rush | | | | be talked at; they want to talk with you. If you hold |
| through a standard script of getting to know | | | | a two-way conversation that expresses your ideas, |
| you questions will be easily seen and you will not | | | | both parties will leave the table with a better feeling |
| gain the kind of relationship that will prove beneficial | | | | about the other and the transaction. This will also |
| in future business dealings. You also want to engage | | | | place you into a more trusted and valued role, similar |
| many different people within the organization, not | | | | to an advisor. People like to hear fresh ideas, not |
| just your contact person. Building these relationships | | | | scripted sales pitches. People will pay for ideas, but |
| translates into real connections and places you in | | | | not for sales presentations |
| higher esteem to those within the company. The | | | | Communicate Effectively |
| objective is to create a buying atmosphere not a | | | | Use industry appropriate language when speaking |
| selling situation -- do not discuss the deal until | | | | with possible clients and always look the part, |
| necessary. | | | | meaning proper dress. This communicates to the |
| When a solid relationship is cultivated, this relationship | | | | other person that you take them and their time |
| will aid you when you hit rough spots in later deals. | | | | seriously. Making direct eye contact and keeping an |
| For example, price can lose importance when the deal | | | | open demeanor will also greatly benefit any |
| is between two individuals who have a solid | | | | interaction. |
| relationship. The following is a brief list of steps to | | | | The above points are all ways you can physically and |
| take to achieve Intelligent Engagement: | | | | verbally communicate your interest to the client, but |
| Preparation | | | | make sure you follow up. A great face-to-face |
| Be knowledgeable about the company, people | | | | interaction is a solid foundation, but you need to |
| involved, the industry, and competition. Develop your | | | | continue the trend in writing. Create a brief overview |
| call objectives. If you ask questions that could have | | | | document with an outlined proposal. Also, sending a |
| easily been answered from reading the company | | | | thank you note as a follow up measure can go a long |
| mission statement or browsing the web page, you | | | | way. For the price of a stamp you will convey a |
| will be seen in a negative way. It will be inferred that | | | | message of value to the client. It shows you took |
| you did not conduct the appropriate research prior to | | | | the time to thank them for using their own time in |
| the meeting. It also implies that you did not place a | | | | meeting with you. You may also enclose marketing |
| high value on the client meeting as you obviously did | | | | collateral within the thank you. |
| not prepare. | | | | These may seem to be small suggestions, but when |
| Good Questions | | | | used in conjunction with each other, they produce a |
| Make a list of 10 thoughtful and intelligent questions, | | | | large impact. You want to set yourself and your |
| but none about the possible transaction. Asking | | | | business apart from the competition. Giving such a |
| open-ended questions shows an interest in the other | | | | personalized experience to your possible client makes |
| person and the company. They are also not answers | | | | it more memorable for them and builds a connection |
| you would likely be able to find upon conducting your | | | | that can then be a foundation or starting point for |
| initial background research. Some examples of | | | | future transactions. |
| thought provoking questions are: | | | | |