One of the most common sentiments expressed by people in all fields of sales is I don�t know what to say to a stranger
. Don�t say anything....at least right away. Sound strange? Think about it. This really works! As a matter of fact it has worked very well for me. Keep reading and I will explain.
Another sentiment is How do I approach people?
Many of us feel a sort of awkwardness around this very necessary part of running our business and the main reason is that we place too much pressure on ourselves to perform. Let�s simplify this and learn to make it fun!
The following is a list a do�s
and don�ts
for approaching strangers
I will begin with the Don�ts
Don�t hesitate to talk to strangers
No matter what you were taught as a child you are now a grown up and can now talk to strangers freely. Its not much wonder we are unsure of how to approach strangers. We were always told not to talk to them! We are all strangers and many of us are just waiting for an opportunity to sell or buy Avon!
Don�t jump on them too fast
When approaching a stranger eye contact and a smile speak much louder than words. Be quiet long enough for this to happen first and then speak. In other words Don�t jump in too aggressively. Take your time with each person as if they were the most important person in the world. People sense insincerity and will usually run the other way if they hear you before they really truly get a look into your eyes.
Don�t Use the word Sell (Especially right away)
The very word �Sell� can send some people running as fast as they can away from you because they cannot imagine selling. They conjure up mental pictures of wearing a trench coat filled with merchandise and knocking on doors, etc. We know that this is not the image of Avon and that door-to-door is not even required.
Don�t Display negative body language
This is much more important than many people realize. Crossing your arms, holding them behind your back, holding your limbs too tight to your body, hands on the hip, etc. are all very negative messages and will assure a no response before the prospect even knows what she is being offered.
Don�t Chew Gum!
I know this is one some of us struggle with, but seriously, it is a no, no!
Don�t deny anyone
If someone were to walk by me without offering me a fantastic opportunity that would be unfair. Doesn�t everyone have a right to decide if this is for him or her? How can they if they are not given the information? You are not selling anything. You are offering an opportunity or a service, a gift that could change their life from that moment onward!
Don�t Speak negatively of other Direct Selling Companies
This will backfire. It shows much better class to remain neutral in spite of how tempted you feel. You will gain higher respect by resisting the temptation to take part in negative discussion.
Don�t Speak Negatively About Yourself!
No matter what the outcome when you are approaching people, no matter what you say, what they say, don�t allow one word of negative self talk to cross your mind. The minute you are aware of that negative little voice yell, �STOP� in your mind(of course) and visualize a stop sign. Then keep going and speak to your self more kindly. This really works. I promise.
The �Dos� of approaching strangers
Do smile and make eye contact
This is absolutely essential. A smile and good eye contact speaks more than any words you could choose.
Do be aware of your body language
Be sure to stay �loose�. What I mean by this is be careful not to let your fear or shyness show by holding yourself too tight, i.e.: crossed arms, arms behind back, tight lips, etc. This closed body language sends a non-verbal message that you are unapproachable. Make a point of telling yourself to stay loose every time you feel the fear of approaching someone.
Do practice what you would say in various scenarios
Come up with as many responses as you can on paper and come up with responses to each. If you want to do this and send it to me I will read it and help you with your responses.
Do practice in front of a mirror
Yes do this! It is very effective and is something media professionals do all the time. It will help you gain confidence.
Do allow yourself to make mistakes
You are human and you will never be perfect in your approach all of the time, nor will you always say or do the perfect thing. Not to worry. The last time I checked there were millions more people out there to talk to. Think of each approach as a practice in itself.
Do offer the Avon opportunity to everyone you see!
No matter what! Some people are looking for an opportunity just like Avon and they deserve to know, and to have what you have. It is much better for them to contact you than to find out from an ad in the paper or from another leader or myself.
Do contact your Up-line Sales Leader or your District Manager
to arrange to travel with them in the field. Going with someone can help you to establish self-confidence and learn more skills.
Do talk!
You don�t always have to start with Avon. Just start a natural conversation with someone. Maybe about their kids, their dog, their car, their jewelry or their outfit. A simple smile and a compliment is a great way to start talking with anyone, but you need to be sincere. If you hate their necklace please don�t say, �Oh what a lovely necklace�. At the same time we can find something nice to say to almost everyone. They may have a beautiful dress on, a cute baby, well-behaved children, a colorful garden, etc. Find something and compliment them on it. Follow her response by asking a question. For example if you said to her, �Your baby is so bright and good natured.� She may say, �Thank you!� That�s a good time to ask a question such as: �Is she like that all the time?� or �Is she your first?� �Are you a stay at home Mom?� It really doesn�t matter as much what you say as the fact that you are interacting in a positive way with her. Asking questions keeps her talking and often sets up the conversation so that you will find it easier to discover a need that Avon may be able to fulfill.
