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Start with Hello: How to Convert Today's Stranger into Tomorrow's Client



Start with Hello: How to Convert Today's Stranger into Tomorrow's Client

Linda Coles

ISBN: 978-0-730-30479-1 August 2013 Wrightbooks 224 Pages


How and why the ability to connect with strangers is vital to business success

Good communication with colleagues and clients is an important aspect of doing business successfully. But if you're only talking to your associates, you're missing out on half the story and leaving money on the table. Start with "Hello" reveals how the most successful businesspeople and leaders share an overlooked and underappreciated talent—the ability to engage and communicate with strangers in productive, creative ways. Put simply, people like to do business with people they know, like, and trust. So get to know more people! Even if you don't think of yourself as the most outgoing person, you can learn to be more open and engaging to strangers. The book explains simple, key aspects of communication that make it easy to connect with new people, including behavioral styles, body language, and eye contact. Add together simple tips for starting conversations and following-up on them, and you'll be well on your way to making the business connections that count.

  • Features straightforward guidance for anyone who needs help building new connections with new people
  • Written by a high-profile expert and thought leader in the art of relationship building
  • Includes real stories that reveal how often chance meetings and conversations develop into profitable business relationships

In a small, hyper-connected world, today's stranger might be tomorrow's client. If you want to boost your business prospects in simple, practical ways, Start with "Hello" is the resource for you.

About the author ix

Acknowledgements xi

Introduction xiii

Opening story xv

Part I Why communicating with strangers is the key to business success 1

1 Is the internet limiting serendipity? 3

2 Action brings activity 13

3 Find the commonality 23

4 How behaviour determines outcomes 29

5 Sameness creates comfort, difference creates opportunity 37

Part II How to start a productive conversation with a stranger 51

6 Making a positive first impression 53

7 Networking freestyle — make the first move 61

8 Networking at events 75

Part III How to build effective business relationships online 97

9 Be web worthy 99

10 Digital etiquette and body language 115

11 Don’t forget the telephone 129

Part IV How to understand and leverage behavioural styles 137

12 Create a strategy 139

13 Behavioural profiles 149

Part V How to boost and utilise your personal network 161

14 Networking socially 163

15 Mind your manners 179

Conclusion 191

Index 193