Asking Questions to Lead the Conversation
A lot of Coaches believe that keeping a conversation with someone going is tough, but it’s actually very easy if you know what questions to ask and how to lead the conversation to where you want it to go. We’re going to run you through specific questions you can ask and the things that you can say to turn someone that you just meet into a customer.
First, whether you’re talking to someone for the first time or helping one of your customers through a program, it’s important that you ask questions and let others do all the talking. People love talking about themselves, so let them. You want to be a great listener. The better the listener, the easier it will be for you to pick up on trigger words so that you can lead the conversation.
As I have said many, many times before, your goal is to become a Professional Question Asker. You have to know what questions to ask and when to ask them. The better you get at it, the quicker it will be to turn someone that you just started talking to into a customer. The only way you will get better is to practice, and you practice by just going out and starting conversations. So what questions can you ask? There are certain questions that you will ask because you know they will ask them back in return. For example, I will always ask someone “What do you do for a living,” because I know they will ask me the same thing. Once they do, I tell them I’m a fitness Coach and help people through programs like P90X, and then ask them if they have ever heard of P90X before.
Here is an example of a conversation that I will have with someone next to me on a plane.
- Me: How are you doing today?
- Him: Great and you?
- Me: Great actually, thanks for asking. Where are you heading?
- Him: Atlanta.
- Me: What are you heading there for? Family? Business?
- Him: A little bit of both. Where are you heading?
- Me: I’m actually going to Arizona for a leadership conference. What do you do?
- Him: I’m a business consultant. What about you?
- Me: I actually own my own fitness business through a company called Beachbody. Have you ever heard of them?
- Him: No I haven’t.
- Me: What about P90X?
- Him: Yes, I’ve heard of that before. I actually have it, but haven’t really started it yet.
- Me: Yeah, Beachbody is the creator of P90X, and I’m a Coach and help people through the programs. I went through P90X back in 2008 and got crazy results. Hold on a second, I might have a before and after picture to show you. (I show him results on back of my business card and instantly create credibility)
- Him: Wow! How long did it take for you to get those results?
- Me: 90 days, and I committed myself to both the diet and the workouts.
- Him: The diet thing is what I have the most trouble with.
- Me: Yeah, that’s what most people struggle with. (I go on to talk about some of the things I recommend to my customers and then move on to connecting with him) Do you have Facebook? I’d love to connect with you on there and help you out if you had any additional questions.
- Him: Yeah I do. (He writes it down on my business card, which I keep)
- Me: Great! I’ll message you once I get back into town.
As you can see from the conversation above, all I did the entire time was ask questions until we got on the subject of fitness. Once that happened, I created credibility by showing my results, went on talking about some things that could help him, and got his Facebook information so I could connect with him once I got back. It’s crucial that you always get their information, never just give them yours. If you’re going to give them your business card, which is fine, make sure you get their information back. If not, there’s a good chance you won’t hear from them again. Make sure you get their Facebook info too, and not just email. Why? Facebook is the best place to connect with people. For one, you will know when they receive your message and it’s almost guaranteed that they will get the message. Two, they will see all of your posts on your Wall, and maybe one of your posts will inspire them to ask about Shakeology, join a Challenge Group, or even become a Coach.
The conversations that you have with people out in public are going to be the exact same conversation that you will have with someone on the internet. If it’s a Facebook group with one of your interests, though, you want to take the time to talk about your interests first (same goes with offline), and then once the conversation starts slowing down, you want to ask them about different aspects of their life and begin leading the conversation to fitness.
The process is going to be the same with the people that you know who you feel can benefit from your help. You’re going to ask questions, reestablish a connection if it was lost, build back up the relationship, and then lead the conversation to talk about what you’re doing regarding fitness. Be careful, though, because if you start talking to someone out of the blue that you haven’t talked to in a while, they might think something is up. For this reason, it might take longer for you to reestablish a relationship and bring up what you do and offer help.
Here’s a sample conversation with someone that I know that I haven’t talked to in a while.
- Me: Hey brother! It’s been a while. How have things been going?
- Him: Good to hear from you man. Things are going well. What about you?
- Me: Great actually. Been crazy busy lately.
- *Note: This is a great time for you to bring up something from your past or a common interest to build back up the relationship. After you talk for a while, then you can move into the leading question of “What are you doing for a living now?”
- Me: What are you doing for a living now?
- Him: I’m a sales rep for a company based out of Phoenix. What about you?
- Me: I actually own my own fitness business through a company called Beachbody. Ever heard of it?
- Him: Actually yeah I have. I’ve seen you post about it here and there on Facebook. How’s that going for you?
- Me: It’s going great brother! I love what I do. I get to help people and stay at home with my wife and 2 girls every day. Have you ever tried any of the programs, such as P90X?
- Him: Yeah I have. I had a hard time committing to the diet, though, because I travel so much, so I never really stuck with it.
- Me: Yeah I understand because I travel often as well. What were you having trouble with? I bet I can help.
- Him: I never know what to eat. What do you do for meals when you travel?
- Me: For one, I constantly bring healthy snacks such as almonds and fruit and will even prepare some food ahead of time to take with me. I also always bring my Shakeology with me and use that as a meal replacement once a day. Have you ever heard of it?
- *Note: From there I create incredible value in Shakeology (Remember the “Creating Value” video?), talk about how I made it work in my budget, and offer a sample.