Finding Common Ground

People tend to work with people who they know and like, and who are more like them. The best way to connect with a prospective client is to help them to see that you’re no different than they are. In other words, look for ways to share common interests or common ground. 

Here is your challenge:  For the next month, whenever you arrive at a prospect's home take a minute before you do anything else. Look around their property, garage, or home for anything that can give insight into their interests and lifestyle. And then ask them about what you see. 

If you see children’s toys take a minute to ask them about their children, or if you see golf clubs in the garage ask them how often they get out? Ask them a question about themselves.  Then here is the important part: listen.  Keep your mouth shut and listen closely to what they have to say. The best way to establish a connection with your prospect is by showing them that what they say is important to you. You cannot do that if you’re running your mouth.

People love to talk about themselves, the more they talk the more comfortable they will become with you. Aside from them being comfortable with you, getting your customer talking (and listening to them) will give you clues about what  it’s going to take to get their business, and eventually to wow them with your service and attention to detail. If they’re proud of their flowers, take the time to tell them how you will protect them. If you feel money is tight, explain why your company provides the most value.

By making the sales call more personal and finding common ground, you make yourself more likable and separate yourself from your competitors. People do business with people they like and trust. Get to know your clients better and help them to understand that doing a good job is important to you. 

Many times, all it takes is putting the most important part of common ground into words by sincerely saying, “Mrs. Jones I know a good job is important to you, I want you to know that doing a good job and your complete satisfaction is important to me as well.”