What number of instances have you ever had this change with prospects? You say, “Hey there, how are you?” They reply, “I’m good, thanks. And also you?” You say, “I’m good too, thanks for asking.”

Zzzzzzz.

There’s nothing mistaken with kicking off a dialog by asking how somebody is doing, however it undoubtedly gained’t result in any memorable dialogue.

Whenever you’ve solely bought a pair minutes to construct rapport with somebody, you don’t need to waste time on conversational fluff. As a substitute of falling into the boring dialog entice above, drive the dialog ahead with these distinctive follow-ups to “How are you?”

Tips on how to reply “How are you?”

1. “What initiatives are you engaged on?”

Open-ended questions like this one usually result in extra attention-grabbing responses. Additionally they require your prospect’s full consideration to reply — which suggests they’ll be specializing in the interplay from the get-go.

As well as, asking about your prospect’s present workload provides you the possibility to study extra about them. What are their greatest priorities in the meanwhile? Are you able to assist them with any? And the way might your product match into their workday?

2. “How did the [event, project, meeting] go?”

Use this query to point out that you just’ve really been listening all through your relationship. It’s a good way to right away personalize your dialog and make your prospect extra engaged.

In the event that they didn’t beforehand point out an occasion otherwise you’re talking with them for the primary time, use a element you discovered on social media. As an illustration, you would possibly say, “I noticed on Twitter that you just simply attended the Midwest EdTech convention. How did it go?”

3. “How is your [day of the week] going?”

Use this query to exchange “How are you?” It’s not too far off from “How are you?”, however merely utilizing totally different phrases make it really feel contemporary. Moderately than giving a knee-jerk response, your prospect will pause and assume, “Hmm, how is my Wednesday going?”

Most individuals will even really feel compelled so as to add an evidence, reminiscent of, “My staff has a giant deadline developing, so I’ve been busier than regular.” You’ll get the chance to ask a follow-up query (and study extra about their targets and challenges when you’re at it).

4. “What’s new in your world?”

One other different to “How are you?”, this opener is pretty informal, so it is best to put it aside for prospects with whom you’ve constructed a robust rapport. It exhibits that you just’re keen on their life and what’s occurred because you spoke to them final.

If they appear like they’d be turned off by this degree of informality, strive “What’s new in [prospect’s industry]?” as a substitute.

5. “I learn that [company trigger event]. How is that going for [you, your team]?”

To concurrently show you’ve performed your homework and encourage your prospect to open up, tie your query to a current firm announcement.

For instance, you would possibly say, “I learn that Bread and Butter just lately expanded to Utah. Congrats! How has that been on your staff?”

6. “I noticed that [company announcement]. [What’s that been like, how did that go]?”

Your prospect’s firm doesn’t need to make any main strikes so that you can ask an organization-related query. Any announcement is truthful recreation — possibly they simply launched an worker volunteer program with an area nonprofit, redesigned their web site, or moved to a brand new workplace. In any case, your due diligence will often impress the client.

7. “Have you ever gotten an opportunity to do any [prospect’s hobby] just lately?”

Should you’ve already talked about an exercise your prospect enjoys, asking this query is a good way to construct in your present rapport.

You can too use social media to study their hobbies. As an illustration, in case you learn of their firm bio that they love touring, you would possibly ask, “I learn in your firm’s ‘Group’ web page that you just’re a giant traveler. Have you ever gotten the possibility to go anyplace new these days?”

Folks usually gentle up when discussing their passions, so this query instantly places prospects comfy.

8. “So inform me how your week goes.”

Asking, “How’s your week thus far?” will get you pretty commonplace responses. Nonetheless, telling somebody to speak about themselves carries much more weight. You’ll appear extra keen on their response just by flipping the script.

As a bonus, this assertion conveys confidence and authority — making you appear extra credible from the very starting of the dialog.

9. “I’m curious to listen to how X went.”

Wish to genuinely flatter your prospect? Use this line. Everybody likes listening to another person is raring to study them. To not point out that exhibiting you’re inquisitive about their life (not simply their finances) makes the interplay really feel extra human and pleasant.

This one works nicely for occasions, initiatives, and different office-related subjects, however you may as well use it for on a regular basis issues. Possibly your prospect talked about they have been studying an ideal guide. Say, “I’m curious to listen to the way you preferred Smartcuts.” Or in the event that they’d tweeted a few film they have been trying ahead to, say, “I noticed your tweet about ‘Spiderman.’ I’m curious to know what you thought.”

10. “Did you see [industry-related content]?”

It is a nice possibility in case you’ve performed a little bit of prep earlier than your assembly. If some attention-grabbing content material associated to the propspect’s trade just lately dropped, convey it up for dialogue. This may very well be an article, video, press launch, case research or one thing comparable. 

If the prospect has seen it, you may study extra about them by asking concerning the elements they discovered most essential or helpful. In the event that they have not seen it, use this as a possibility to fill them in and drive house the way it pertains to their enterprise, including any insights you have gained. 

Variations of “How are you?”

This straightforward greeting can are available quite a lot of types. Both manner, the solutions above ought to suffice for any of the next:

• How’s it going?
• What’s new?
• What’s up?
• How have you ever been?

Making small speak looks like a drag, however you need to use it to your benefit to extend gross sales and construct rapport. Comply with the pleasantries up with an open-ended query to study extra about your prospects and their wants.

Ideas for a way to reply to “How are you doing?”

Now that you just’ve gotten some intelligent responses at your disposal, let’s talk about physique language. Your non-verbal communication is simply as essential as what you say. Listed here are some issues to bear in mind when responding to “How are you?”

Keep in mind to smile.

Whether or not in individual or on the telephone, a smile can go a good distance. In individual, it makes you approachable. Over the telephone, it conveys heat in your tone. A smile can put your prospect comfy and can most certainly immediate them to smile again. It’s a straightforward solution to break the ice.

Take note of tone.

This is a vital one. Should you’re smiling however your tone is offended, it’s sending prospects a blended message. Do your finest to maintain your voice nice and upbeat. Should you sound drained or tired of the dialog, chances are high, the prospect will discover.

They may interpret your tone as rudeness, which might tank the sale. Preserve your tone nice and well mannered.

Be real.

Though it’s finest to stay nice when interacting with prospects, it’s not a move to be faux. Remaining well mannered whenever you’re having a nasty day is one factor, however adopting a very faux character shouldn’t be the reply. Prospects will decide up on this, which is able to undermine your efforts to construct belief and rapport.

Don’t overlook to hear

Listening might be crucial a part of interacting with a prospect. Listening will assist you achieve perception into their wants and obstacles. When you’ve adopted as much as “How are you?” with certainly one of our prompts above, make sure to fastidiously take heed to their reply. For instance, in case you ask how their week goes, take notes in the event that they point out any work roadblocks. You may circle again to that with an answer your services or products presents.

Reply With Confidence

With these 9 distinctive questions up your sleeve, you’ll by no means must cease at “How are you?” once more. Your conversations might be extra attention-grabbing from the second they start.

Editor’s observe: This text was initially printed in September 2016 and has been up to date for comprehensiveness.