By definition, a conversation is: the informal exchange of ideas by spoken words. Sounds pretty basic, right?
So, when was the last time you had a telephone conversation to your girlfriend or a relative? I don’t use the phone much anymore except for business. Most of my communication with family and friends is through email or text messaging. The only exception is the occasional telephone conversation with is my daughter because she lives in North Carolina.
I was making some pink bag calls the other day when I started to get nervous. Crazy, right? Those are calls I make to ensure that my customers LOVE their new Thirty One products. If you are in direct sales, I am sure you do them as well but call them by a different name. For years, I have been making my calls in the morning during my regular office hours. I have found myself leaving voice mail messages that were hopefully exciting so people would call me back. WRONG! So, I changed my calling hours to 7 – 8 pm Monday -Thursday night. Why? Because I was tired of just talking to answering machines. I wanted to have a conversation with a LIVE person.
So, why did I get tongue tied when someone actually answered the phone, right? I guess it is because I felt like I was bothering them. It wasn’t a sales call which is what they were expecting I am sure. It wasn’t a call to ask if they would book a party, unless they wanted to. It is truly just a call to see how they like the product. I always try to make notes on their order forms so that I can refer back to them when I make the calls but lately I have not been doing that. Why? Because I wasn’t talking to anyone but an answering machine so I got out of the habit.
YIKES! I really didn’t think through the whole process when I changed the times I was making calls. I didn’t plan on what I was going to say nor was I prepared with any questions that might engage them in a conversation. Why? Because I already had decided in my own mind, that I was bothering them.
So as I prepare to make calls this week, I am going to be actually be prepared to have a conversation. I am going to b e casual and comfortable just as if I was talking to my daughter. I will have a few general questions that are open ended so that I can engage them in a brief conversation but that is it!
These are the type of conversations that build relationships. Relationships are the key to any direct sales business. So, I challenge you to pick up the phone, have a conversation with a customer and start building a relationship. Whose with me?
Have a ThirtyOne-derful day!