In business, particularly in sales, it is important to nest in your community. Nesting isn’t just going to the same coffee shop everyday, it’s about making connections and building relationships.
- Step 1 – Make small talk. Chat with your barista, talk about anything except what you do. Do not make a sales pitch. Ask about them and be interested.
- Step 2 – Listen to see if they ever mention a need for your services, this is the best way to transition to your business. Don’t make it obvious or aggressive, a simple, “if you ever have questions about the market feel free to ask because I work in real estate.”
- Step 3 – If they don’t bring up the conversation, subtly slide it into a conversation. You’re not selling to them, you’re just letting them know what you do. For example, “I need a dozen cookies and a carafe of coffee today for my open house.” It’s subtle but now they know what you do.
- Step 4 – When the time is right, leave a business card.
These steps are not one visit to any business, this takes place over weeks or months depending on how often you visit their establishment. It’s a slow process of creating rapport and building a connection but it will pay off. Eventually they or someone they know will need your services and the relationship you’ve built by authentic interactions will make you a likely hire or referral.
And almost as important as everything else, tip well! When you tip well, most people will have a subconscious need to return the favour. It may be returned by a simple free coffee once in awhile but it’s more likely to be returned with business.
Great thoughts Dennis! Useful for me doing business in smaller towns outside the city. Thanks for sharing with us again!