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.