Networking 101: What to Say–Some Suggestions

• November 20th, 2007
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Have you ever mentioned to someone that you are a Mary Kay Consultant and received an eyeroll in response?  Or, maybe you told a close friend or relative you’ve decided to become a Mary Kay Consultant and her response was less than *ahem* enthusiastic. It can be a powerful deflator, can’t it? Our toughest customers are the people who know us best because they know us from way back when we couldn’t sell enough candy for girl scouts! What begins to happen is an internalization of any adversity or rejection. We take it personally. It simply can’t be taken personally. Most likely, it has nothing to do with us.

It’s important to understand that everyone we talk to isn’t going to buy Mary Kay. They aren’t even all going to want to try Mary Kay. Our job is to seek out those people who do want to try it and to then find who wants to buy Mary Kay. The best way to find the people is to, once again, ask the right questions. I’ve already written about that topic here and here.

This topic is going to cover more who to approach, who not to approach, how to approach people without coming off as hungry for a sale, and what to do if things start to go awry.

First, let’s explore the waters and see who we should even think about talking to. Some people will be more receptive than others. There are all kinds of people who make this world go ’round. Some are friendly, some are shy, some are just plain mean! The key (at least my key objective) is to avoid the meanies! We should look at some significant factors when deciding whether to even talk to someone. Here’s what to look for: smiles. If someone isn’t looking happy, I keep walking.

Next, let’s talk about what approach we should take when talking to new people. I will be the first to admit that I hate warm chatter. I can’t stand it actually. I don’t enjoy talking to people I don’t know. I also feel a worry that if I tell someone I am in sales (regardless of my product) they will immediately suspect I just want to sell them something. It has been hard for me to overcome that feeling, but I am coming around. So, how does a girl work her business into a conversation? Well, here’s what I tend to do:

I talk primarily to people I see day to day. I talk to coworkers and new hires. If I’m out and about, I tend to talk to the people who serve me. I have talked to bank tellers, for example. What do I say to these people? Well, it typically just starts out in a friendly conversation and when I wear my pin (which is almost always) I often get asked about MK. Sometimes, I talk about wanting to work at home and I mention what I do. I just let it come out naturally. If it doesn’t feel right, I don’t say anything; however, I do feel I have missed opportunities to connect with good customers. The lesson: be bolder!

The truth is, there is no one right answer. This is what I’m doing. I know I need to talk to more people in order to reach my lofty goals. Here are some other ideas for working MK into a conversation:

• Ask, “would you be offended if I offered you my card?”
• Say, “I’m a consultant with Mary Kay. Do you have a consultant?”
• Courtesy of Phyllis Sammons: “Who’s your Mary Kay Consultant? I would love to be her.”

Are some people going to be downright rude? Yes. It’s a sad reality. In my experience outside of MK, most people I deal with are rude. In MK, however, the rudeness is minimal. The reality is, you have to be willing to deal with people, period. I am still learning. Part of my problem is the rudeness I endure at my day job. It can make me lose faith in the good of people.  At least with my MK business, I’m talking about something I enjoy and I’m just searching for other people who share this interest. Usually, when I am talking to someone about MK, they are talking to me because they want to be. At my day job, people are talking to me because they have to and I’m usually giving them info they don’t want to hear. I love my MK business. It keeps me sane.

If you want to share your networking methods, please feel free. I am always open to suggestion in this area. I’m not the most outgoing person, but starting my MK business has helped me to break out of my shell a bit.

Tags: Adversity, Communication, Is Direct Sales Right For Me?, NaBloPoMo, Networking, Objections, Obstacles, Personal Responsibility, Positive Attitude, Self-Discipline, Selling