Free Talk to Strangers: How Everyday, Random Encounters Can Expand Your Business, Career, Income, and Life by David Topus Page B

Tennessee, Tory is truly on trains, planes, and buses all the time. This provides him with plenty of opportunities to make random encounters and turn them into profitable connections. He did it a few years ago and ended up with a six-figure deal and a long-standing customer relationship.
     
As Tory tells it:
     
I got on a hotel shuttle bus and sat down in front of two guys who were talking about the South Beach Diet and how they didn’t think there were enough good recipes. I was in the middle of that diet program and had a few recipe suggestions for them. They had thick Spanish accents, and I had a hunch they were from Puerto Rico—which is part of my sales territory—so naturally, I was especially interested in making the connection.
     
I turned around and made eye contact with them both, and smiling said, “I am halfway through that program myself, and I know what you mean about good-tasting options; but I have discovered some newer recipes that are actually pretty good.” Of course, they both lit up with interest, and we began a great conversation about dieting and food—which allowed me to then ask where they lived.
     
From there, we were well on our way into a conversation about Puerto Rico . . . and, of course, who they worked for. Turned out they were with a company with whom I had wanted to do business for years. We talked on the shuttle bus, made a plan to get together again later that day, and then had a great meeting that I basically walked out of with an order. Today they are among my biggest customers, and great client friends.
     
     
    Your opening statement creates the comfort and trust that’s so important in a random encounter and sets the stage for further conversation. Table 14.1 lists some possibilities for opening statements to use—and to avoid—based on various venues. Maybe you could think of some of your own for both columns!
     
    Table 14.1 Conversation Starters: The Good, the Bad, and the Ugly
     
Opening Statements or Questions That Lead to Conversation—SAID WITH A SMILE or FRIENDLY GESTURE
Opening Statements or Questions That Make the Person Want to Call Security or Run Screaming From You
Anywhere
How do you like your (laptop, smartphone, tablet, reader, Bluetooth, etc.)?
Excuse me, but I couldn’t help but overhear you say something about (topic). Is that your line of work?
How is your day going?
I hate when I get dressed in the dark and then find out later that my socks don’t match.
I haven’t had a drink in two days, and I’m starting to get the shakes.
Someone in an airport or travel-related venue
Where are you headed?
Going out or coming back?
Let’s hope they serve more than a bag of pretzels.
The glamour and romance of air travel is but a distant memory.
Have you been to the new seafood restaurant here in the airport? It’s the bomb.
Someone in a clothing store
That’s a great outfit. Do you have to dress up for work?
I wouldn’t wear that.
That’s why I have my girlfriend help me pick my outfits.
Someone at a wedding
Beautiful setting for a wedding.
Are you with the bride or the groom side?
I understand they’re going to (place) for their honeymoon.
This is her second and his third. You’d think by now they’d give up on it.
I think she’s pregnant.
Someone in a coffee shop
Thank the gods above for caffeine!
Have you ever tried their super bold? It’s really good.
Sometimes they’ll give you a free refill if you tell them you spilled the first one on your way out the door.
Someone in a copy shop
Are you your own marketing department, like I am?
(Remarking on something they’re working on) That’s really nice looking. Where will you be using that promotional piece?
Have you found brochures to be effective in promoting your business?
I usually have my assistant pick up my stuff. Who came up with that design?
Someone reading a newspaper
So what’s new in the world?
I think they ought to throw all those bums out of office.
Someone carrying a heavy piece of