Starting a Conversation

Starting a conversation with a potential new client can often be challenging to many people. A suggestion might be to spend time researching the company's website prior to visiting them. Research what the company does and how they do it, look up their stock price if applicable, take a minute to research their competitors, and research the industry. Then share that information with your customers when you meet them. For example:

"I understand your company is about to launch a new product."

"I read on your website that you have a new general manager."

"I see that your industry grew by ten percent last year."

In addition, you can then turn these facts into potential business for your company:

"With your new product launch, will you need to increase your flights to Korea? If so, I can help you with our great flights to Seoul and Pusan."

"Will your new general manager want to visit all of your manufacturing sites? Let me tell you about our WBC options to those cities."

"With the ten percent growth in your industry, will you see an increase in your travel needs as well? Let me show you how we can fulfill those needs."

Having a basic knowledge about their company, competitors and their industry will demonstrate how truly interested you are with the customer's business and help you to make the sale. In addition, the information that you learn will make for easy and interesting conversation starters.