Business Talk: How to Talk about Your Business without Turning it into a Sales Pitch
One of the best parts of running a business – okay, okay THE BEST part it – is having the freedom to work for yourself while helping others.
What’s better than that?
However, for many people the worst part is feeling salesy whenever you start discussing your business with your friends and acquaintances.
You may fear that people will avoid you if you begin talking about your business and products or they’ll stop you and say “no, not interested.”
Given the way that other people do business – pushy, dishonest and disrespectful – it’s normal to feel concerned that they’ll confuse your intentions for another trashy sales tactic.
It hurts even more when you truly believe in the products or services you sell – you know they address the top concerns of your favorite people; the question is how can you tell them without making it seem like you’re just trying to make a sale?
Let us give you the good news: If you’re concerned about sounding like a stereotypical slimy salesman, chances are you aren’t one.
You have your customers’, prospects’, and distributors’ best interests at heart.
You WANT to Help. When you approach your business from the heart, it shines through all areas of your business!
Oh, and the even better news is, if you’re feeling this way, you’re not alone.
Questions about how to transition the conversation to your business without sounding like a creepy salesperson is by far the top concern we hear about at Teamzy.
Let’s break the process down for you.
Make someone’s day
It doesn’t matter whether you run into them at your son or daughter’s scout meeting or sports practice or you’re reaching out via text or Facebook messenger: the ultimate goal is to make that person’s day.
You’re also paying attention to the unspoken clues, such as body language.
All of these reveal information about the speaker and can give you insight into how to help them. So open those ears and listen more than you talk.
How else can you learn about the other person and the concerns they have if you don’t ask questions?
In general, people love answering questions about their lives, families, work and more.
If you’re not sure what to ask, check out the last blog, which outlined the F.O.R.M. style of questions to ask; that is, family, occupation, recreation, and motivation.
Once you’ve asked an initial question, listen to their answer and follow-up with the next question.
If they mention their son is playing the lead in the school play, ask how long he’s been acting, what he liked most about the part, or if it’s his first play.
Ask if he’s nervous or if they’re nervous to watch him.
You’ll learn more about the other person and the answers may reveal concerns they have that you may be able to help with.
Bonus tip: No time for a long conversation to catch up?
No problem! Just say “Send me an update.”
That way they can text, message or email you when they get a chance.
Then you’re not monopolizing their time when they’re rushing between appointments or trying to do all of their errands with one or more of their children and pets in tow.
It puts a pin in the conversation so you can discuss it next time you see each other.
Find a problem you can solve
In the course of the conversation, the other person will mention many things; it’s up to you to listen for a concern or problem that your business can help with! It doesn’t have to be a dramatic, life-altering issue either.
It could be that they’re feeling stressed about an upcoming presentation at work or frazzled because they can’t get to the gym as much anymore.
Maybe it’s not even a concern per se; perhaps they’re looking to set the tone in their homes for the holiday season with well-placed decor and inviting scents.
Whatever they mention, think about how your business can help.
Share what you’re doing
At some point in the conversation, it’ll turn to you and what you’re doing.
By all means let them know how your family is doing and what you did over the weekend.
Most importantly, this is the part of the conversation when you can talk about your business and why you’re so passionate about it.
You can say, “My business has kept me on my toes and since I’m so passionate about it, it’s been awesome! It’s excites me because….”
Then, go into why you’re so passionate about your business.
Does it allow you to spend more time with your kids and contribute to the family’s finances?
Did the products or services help you make your life better or easier and now you want to return the favor and help others?
Don’t be afraid to be vulnerable
Research professor and best-selling author Brené Brown has literally written the book about vulnerability (actually, she’s written many) and explains that it’s important not only to improving relationships with others, but also to cultivating true leadership skills in your business.
People connect with you on a deeper level when you reveal your vulnerabilities and show what makes you tick.
A funny thing happens when we’re talking about something we’re passionate about – the other person feels that charge, too. It’s hard not to; passion is infectious.
Transition to an invite
One of the biggest mistakes people make is not following through and transitioning the conversation to an invite.
Now, this is a sensitive topic that takes some practice; after all, you have to measure the other person’s motivation and gauge whether they would be receptive at this point to an invitation to join the business.
Sometimes you can tell by their tone and body language.
They seem open and are excited to hear about your business.
To ensure you’re on the same page, say these six simple words:
“Are you interested in learning more?”
If they say they are interested, offer them a sample and invite them if it’s appropriate.
Then, update your Teamzy Dashboard and be sure to follow up.
Although they may be excited to take part in your business opportunity now, it may take seven to 10 more connections for them to act, which is perfectly normal.
Just be sure to follow up; don’t let them fall through the cracks.
If they say they’re not interested, that’s fine.
People today are more guarded and skeptical, more than likely because they’ve been burned before.
Or, perhaps they just don’t have the time right now with work, family and other commitments.
That’s okay, too. For them, you’ll want to plant a seed.
Planting the Seed
Here’s what to say when someone says “no.”
“Great talking to you! If you know anyone who needs help in this area, or need someone to talk to, I’d be happy to help them.”
This script is totally non aggressive and non-salesy.
You’re just throwing it out there that you can help, whether they need it or they know someone who does.
Many people are skeptical because they want to be seen as a person, not a sale.
The script shows that you care more about the person than you do the sale; after all, you want to help!
That’s what you’re passionate about.
Now, it would be great if they went home, called up three people who could use your help, and connected you with them.
It may work that way sometimes; however, most of the time it doesn’t.
It may not happen in the first conversation.
However, if you remind them that you’re there to help whenever you see them, you stay at the top of their minds.
Dreams are the seeds of change. Nothing ever grows without a seed, and nothing ever changes without a dream.
That seed will continue to grow as you connect with them and nurture your relationship.
In time, they’re certain to suggest people who may be interested and may even become interested themselves if their situation changes – they or their spouse loses their job or they’re just looking for a way to make some extra money.
The best part of relationship marketing is the relationships you develop with your connections along the way.
When you embrace the spirit of generosity and freely express your desire to help, people will want to take you up on the products and services you offer to help you grow your business.
And, when they see your success, they’ll want to become part of it as well.
That’s why is so important to plant the seed in the conversation, even if they say they’re not interested now.
Over time, they may become more curious until they’re ready to reach out and take advantage of the opportunity you’re offering.
Be patient; good things take time.