OPE+ September 2024 | Page 4

itor From the Editor From the Editor From the Editor From the Editor From the Ed

Talk to people … not job titles or lawn owners

OPE
I like to attend local networking events . And when I meet someone who asks , “ So what do you do ?” I respond with something like , “ I love to mess around in my garage in the evenings and work on a wood project .” Or I might say , “ I like to spend as much time as I can outside , on my bike in the summer and on skis in the winter .”
My fellow networkers wait for an answer like , “ I ’ m in sales ” or maybe “ I write software code ” or “ I write about lawn mowers and chain saws .” While that last response would probably surprise people , my nonwork answer to the “ what do you do ” question is the most successful for me .
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GLENN HANSEN
Communication success What I want from these networking events is to meet compelling people . Sure , I bet your work is interesting , but it ’ s not as interesting as the things you love to do , the things you do for no money . So I go to these events and hope to meet people with engaging or unusual passions for their non-work hours .
Nobody really wants to talk about my work as an editor . And I don ’ t want to talk about their work in commercial real estate or search-engine optimization or medical billing . Sure , we ’ ll probably get there eventually , because I want more business . But I will get that business by building a relationship based on mutual interests , good conversation , likeability .
Does this transfer to sales ? I ’ ve never worked on a sales floor in a dealership or sold service packages to homeowners . But let ’ s think about it .
Someone is shopping for a chain saw . Do they really want a saw ? Or are they shopping for a warm and friendly fire in the family room fireplace ? So you ask them about the wood they like to burn , or the smores they ’ ll cook over the bonfire . Ever try Reese ’ s on your smores ? Or dark chocolate ? It doesn ’ t melt as well , but I prefer the bitter flavor , and it ’ s less messy .
How about selling landscaping services ; do you want to delve into cut height ? Or do you want to talk about their expanded free time , or the kids throwing a stick to the labradoodle on the weed-free lawn ? I like to get my neighbor ’ s doodle Stanley all fired up by running the invisible fence line . It ’ s the dog ’ s yard .
My sales process might take longer . The relationship would last longer too .
Wanna talk skiing ? That ’ s me ( orange bib , blue sleeves ) in last year ’ s Birkiebeiner cross-country ski race . See you up there in February ?
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