You Just Need to Show Up and Ask

There are sayings that to succeed you just need to show up. While another saying, ask and you shall receive. In my experience, not only you need to show up but to ask as well. When I say ask, it means asking tactfully.

Lately we have been working on a couple of prospects. The discussion to secure a deal is still on going, but the very least we are given the opportunity to be heard. I do not know these prospects personally nor we were introduced. It just so happens that we got acquainted through a charity event and exchange name cards. These prospects are all well established players in the market while I am still a new kid on the block with limited clientele and cash.

Instead of hard selling my services, I asked about their business, plans and frustrations. I offered some of my thoughts and even promised to introduce somebody that I might know whom might be able to help them. After we have established the relationship, did I immediately sell my services? No. I did not. I offered to catch up over a cup of coffee to discuss the matter further and wanting to know more about they do.

This sets up the opportunity for a second meeting. I would use that time to check out and understand more about this prospects. It can be their business nature or read up about things that they enjoy. If the person is a football fan, I would read up about it. Some of you readers may think this not sincere at all. You are wrong, I am sincere. I genuinely wanted to establish a relationship with this person. The only way is to have a common ground. Not all prospects can become business opportunity, the bright side is that you make a new friend.

In our second meeting, we would have more things to discuss and talk over. Will I spring up the question about my business offerings? The answer is depends. If I notice that there is nothing that we can offer. I will keep my mouth shut about my services. Occasionally I would say something about my company but never in detail unless the person ask. If there is an opportunity, I would offer my company's service but it is never in detail. If the person is keen, I would ask for a formal discussion. Of course, this sets up another meeting which is a formal meeting. Even if there is no opportunity, it is no harm to catch up again.

That's why showing up to meet the person is not only important but knowing how to ask tactfully is vital too. Many would think that "to ask" is means to ask for the business. It is not true, to ask is to understand your prospects and offer a solution to their problems. Is this time consuming? Yes, it is time consuming but we are here to establish a long term relationship. In many business dealings, it is all started from human interactions and relationship.