What number of instances have you ever had this trade with prospects? You say, “Hey there, how are you?” They reply, “I’m good, thanks. And also you?” You say, “I’m good too, thanks for asking.”
There’s nothing improper with kicking off a dialog by asking how somebody is doing, however it undoubtedly received’t result in any memorable dialogue.
Whenever you’ve solely acquired a pair minutes to construct rapport with somebody, you don’t wish to waste time on conversational fluff. As a substitute of falling into the boring dialog lure above, drive the dialog ahead with these distinctive follow-ups to “How are you?”
Find out how to reply “How are you?”
1. “What initiatives are you engaged on?”
Open-ended questions like this one usually result in extra fascinating responses. In addition they require your prospect’s full consideration to reply — which suggests they’ll be specializing in the interplay from the get-go.
As well as, asking about your prospect’s present workload offers you the possibility to study extra about them. What are their largest priorities for the time being? Are you able to assist them with any? And the way might your product match into their workday?
2. “How did the [event, project, meeting] go?”
Use this query to point out that you just’ve truly been listening all through your relationship. It’s a good way to instantly personalize your dialog and make your prospect extra engaged.
In the event that they didn’t beforehand point out an occasion otherwise you’re talking with them for the primary time, use a element you discovered on social media. As an example, you may say, “I noticed on Twitter that you just simply attended the Midwest EdTech convention. How did it go?”
3. “How is your [day of the week] going?”
Use this query to exchange “How are you?” It’s not too far off from “How are you?”, however merely utilizing totally different phrases make it really feel recent. Somewhat than giving a knee-jerk response, your prospect will pause and suppose, “Hmm, how is my Wednesday going?”
Most individuals will even really feel compelled so as to add an evidence, reminiscent of, “My group has a giant deadline arising, so I’ve been busier than regular.” You’ll get the chance to ask a follow-up query (and study extra about their objectives and challenges when you’re at it).
4. “What’s new in your world?”
One other different to “How are you?”, this opener is pretty informal, so you need to reserve it for prospects with whom you’ve constructed a robust rapport. It exhibits that you just’re inquisitive about their life and what’s occurred because you spoke to them final.
If they appear like they’d be turned off by this stage of informality, strive “What’s new in [prospect’s industry]?” as a substitute.
5. “I learn that [company trigger event]. How is that going for [you, your team]?”
To concurrently show you’ve finished your homework and encourage your prospect to open up, tie your query to a latest firm announcement.
For instance, you may say, “I learn that Bread and Butter just lately expanded to Utah. Congrats! How has that been to your group?”
6. “I noticed that [company announcement]. [What’s that been like, how did that go]?”
Your prospect’s firm doesn’t should make any main strikes so that you can ask an organization-related query. Any announcement is truthful sport — possibly they only launched an worker volunteer program with a neighborhood nonprofit, redesigned their web site, or moved to a brand new workplace. In any case, your due diligence will normally impress the customer.
7. “Have you ever gotten an opportunity to do any [prospect’s hobby] just lately?”
If you happen to’ve already talked about an exercise your prospect enjoys, asking this query is a good way to construct in your current rapport.
You may as well use social media to study their hobbies. As an example, should you learn of their firm bio that they love touring, you may ask, “I learn in your firm’s ‘Staff’ web page that you just’re a giant traveler. Have you ever gotten the possibility to go anyplace new currently?”
Folks usually mild up when discussing their passions, so this query instantly places prospects comfortable.
8. “So inform me how your week goes.”
Asking, “How’s your week thus far?” will get you pretty normal responses. Nevertheless, telling somebody to speak about themselves carries much more weight. You’ll appear extra inquisitive about their response just by flipping the script.
As a bonus, this assertion conveys confidence and authority — making you appear extra credible from the very starting of the dialog.
9. “I’m curious to listen to how X went.”
Wish to genuinely flatter your prospect? Use this line. Everybody likes listening to another person is raring to study them. To not point out that exhibiting you’re interested by their life (not simply their funds) makes the interplay really feel extra human and pleasant.
This one works effectively for occasions, initiatives, and different office-related matters, however it’s also possible to use it for on a regular basis issues. Possibly your prospect talked about they had been studying a fantastic guide. Say, “I’m curious to listen to the way you favored Smartcuts.” Or in the event that they’d tweeted a couple of film they had been trying ahead to, say, “I noticed your tweet about ‘Spiderman.’ I’m curious to know what you thought.”
10. “Did you see [industry-related content]?”
This can be a nice possibility should you’ve finished a little bit of prep earlier than your assembly. If some fascinating content material associated to the propspect’s trade just lately dropped, carry it up for dialogue. This might be an article, video, press launch, case examine or one thing comparable.
If the prospect has seen it, you’ll be able to study extra about them by asking in regards to the elements they discovered most essential or helpful. In the event that they have not seen it, use this as a chance to fill them in and drive dwelling the way it pertains to their enterprise, including any insights you have gained.
Variations of “How are you?”
This easy greeting can are available in quite a lot of types. Both method, the solutions above ought to suffice for any of the next:
- How’s it going?
- What’s new?
- What’s up?
- How have you ever been?
Making small discuss looks like a drag, however you need to use it to your benefit to extend gross sales and construct rapport. Comply with the pleasantries up with an open-ended query to study extra about your prospects and their wants.
Suggestions for the way to answer “How are you doing?”
Now that you just’ve gotten some intelligent responses at your disposal, let’s talk about physique language. Your non-verbal communication is simply as essential as what you say. Listed below are some issues to bear in mind when responding to “How are you?”
Keep in mind to smile.
Whether or not in individual or on the telephone, a smile can go a good distance. In individual, it makes you approachable. Over the telephone, it conveys heat in your tone. A smile can put your prospect comfortable and can probably immediate them to smile again. It’s a simple approach to break the ice.
Take note of tone.
This is a crucial one. If you happen to’re smiling however your tone is indignant, it’s sending prospects a combined message. Do your greatest to maintain your voice nice and upbeat. If you happen to sound drained or tired of the dialog, chances are high, the prospect will discover.
They may interpret your tone as rudeness, which might tank the sale. Preserve your tone nice and well mannered.
Though it’s greatest to stay nice when interacting with prospects, it’s not a go to be faux. Remaining well mannered while you’re having a foul day is one factor, however adopting a very faux character is just not the reply. Prospects will decide up on this, which can undermine your efforts to construct belief and rapport.
Don’t overlook to pay attention
Listening might be crucial a part of interacting with a prospect. Listening will assist you to acquire perception into their wants and obstacles. When you’ve adopted as much as “How are you?” with one in all our prompts above, remember to fastidiously hearken to their reply. For instance, should you ask how their week goes, take notes in the event that they point out any work roadblocks. You possibly can circle again to that with an answer your services or products gives.
Reply With Confidence
With these 9 distinctive questions up your sleeve, you’ll by no means have to cease at “How are you?” once more. Your conversations might be extra fascinating from the second they start.
Editor’s notice: This text was initially printed in September 2016 and has been up to date for comprehensiveness.