Old timer at the Mesa Chamber mixer told me to stop selling and start listening - changed my whole approach

Went to a Mesa Chamber of Commerce event back in March and this guy named Frank, must have been 70, was talking about how he built his contracting business. He said I was talking too much about what I do and not enough about what they need. I thought he was just old school but I tried it at the next two networking breakfasts. First time I just asked questions for 10 minutes before mentioning my business. Got two referrals from that one conversation alone. Has anyone else noticed a big difference when they flip the script like that?

3 comments

3 Comments

the_holly22d ago

Doesn't that just feel fake and forced though?

hayden_butler2721d ago

Is the handshake at the end of a business deal fake and forced, or just the expected move to get things done? Networking is basically the same thing - you're just following the script until it becomes natural. Most people overthink the awkward part, but the person on the other end is probably feeling the same way.

simonb9221d ago

Tried it myself at a local meetup and felt awkward at first but the guy I talked to ended up sending me three clients in six months. Forced fades real quick once you see it works.