happens if you don’t fix this?”

At this point they are feeling that you care about them. You want to maintain this rather than swooping in for a hard sell. You can casually mention that you’ve helped some of your clients address a similar problem, and simply mention one result. Less is more in this case.

Your partner will probably ask you a bit about how you did it. Keep your response simple, and say t

Smoothly end the conversation

You’ve had an enjoyable and informative conversation with someone at the event. Your conversational partner has revealed reasons for attending the event and told you the biggest challenge in their business today. These reasons and their challenge affect how you end the conversation.

If during your partner’s responses to your open-ended questions and encouragement, you hear some interesting things but nothing related to your products or services, you can still leave them feeling good that they met and talked with you.

At an opportune point in the conversation, you can repeat or rephrase what they told you was the biggest challenge in their business today. Then offer to keep this in mind as you meet other people. Say that if you meet someone with a potential solution, you will be sure to introduce them to the other person. You have now become their partner in problem solving, not just another stranger they will have difficulty remembering.

If your partner spent several minutes telling you about a difficulty that you could help them with, you have an opportunity for your own company, but you mustn’t push yourself on them. The goal is to attract them to you.

At an opportune moment in the conversation, you could rephrase what they told you about their biggest challenge. It sounds like this: “It seems to me you are saying that you’re frustrated by…” Pause and they will nod in agreement.

Then you can ask if they have done anything already to alleviate the problem, and follow up with questions such as “how did that work?” “Are you going to try something else?” “What happens if you don’t fix this?”

At this point they are feeling that you care about them. You want to maintain this rather than swooping in for a hard sell. You can casually mention that you’ve helped some of your clients address a similar problem, and simply mention one result. Less is more in this case.

Your partner will probably ask you a bit about how you did it. Keep your response simple, and say th

agement, you hear some interesting things but nothing related to your products or services, you can still leave them feeling good that they met and talked with you.

At an opportune point in the conversation, you can repeat or rephrase what they told you was the biggest challenge in their business today. Then offer to keep this in mind as you meet other people. Say that if you meet someone with a potential solution, you will be sure to introduce them to the other person. You have now become their partner in problem solving, not just another stranger they will have difficulty remembering.

If your partner spent several minutes telling you about a difficulty that you could help them with, you have an opportunity for your own company, but you mustn’t push yourself on them. The goal is to attract them to you.

At an opportune moment in the conversation, you could rephrase what they told you about their biggest challenge. It sounds like this: “It seems to me you are saying that you’re frustrated by…” Pause and they will nod in agreement.

Then you can ask if they have done anything already to alleviate the problem, and follow up with questions such as “how did that work?” “Are you going to try something else?” “What happens if you don’t fix this?”

At this point they are feeling that you care about them. You want to maintain this rather than swooping in for a hard sell. You can casually mention that you’ve helped some of your clients address a similar problem, and simply mention one result. Less is more in this case.

Your partner will probably ask you a bit about how you did it. Keep your response simple, and say t

lution, you will be sure to introduce them to the other person. You have now become their partner in problem solving, not just another stranger they will have difficulty remembering.

If your partner spent several minutes telling you about a difficulty that you could help them with, you have an opportunity for your own company, but you mustn’t push yourself on them. The goal is to attract them to you.

At an opportune moment in the conversation, you could rephrase what they told you about their biggest challenge. It sounds like this: “It seems to me you are saying that you’re frustrated by…” Pause and they will nod in agreement.

Then you can ask if they have done anything already to alleviate the problem, and follow up with questions such as “how did that work?” “Are you going to try something else?” “What happens if you don’t fix this?”

At this point they are feeling that you care about them. You want to maintain this rather than swooping in for a hard sell. You can casually mention that you’ve helped some of your clients address a similar problem, and simply mention one result. Less is more in this case.

Your partner will probably ask you a bit about how you did it. Keep your response simple, and say t

t an opportune moment in the conversation, you could rephrase what they told you about their biggest challenge. It sounds like this: “It seems to me you are saying that you’re frustrated by…” Pause and they will nod in agreement.

Then you can ask if they have done anything already to alleviate the problem, and follow up with questions such as “how did that work?” “Are you going to try something else?” “What happens if you don’t fix this?”

At this point they are feeling that you care about them. You want to maintain this rather than swooping in for a hard sell. You can casually mention that you’ve helped some of your clients address a similar problem, and simply mention one result. Less is more in this case.

Your partner will probably ask you a bit about how you did it. Keep your response simple, and say t

happens if you don’t fix this?”

At this point they are feeling that you care about them. You want to maintain this rather than swooping in for a hard sell. You can casually mention that you’ve helped some of your clients address a similar problem, and simply mention one result. Less is more in this case.

Your partner will probably ask you a bit about how you did it. Keep your response simple, and say that you offer a variety of approaches to this problem. This gives you the chance to then say, “You know, it’s been great talking with you. I’d be happy to continue this conversation at your convenience, if you’d like. Would you like me to call you this week?”

If your partner says ‘yes’, then make a date for the phone call. If he says ‘no’ or evades with something like “I’m really busy” just accept that graciously. You have decided that you’re going to be an active member of this organization, so there will be other opportunities to meet this person again. You can always keep what you learned in the back of your mind, and mention it when you meet again to strengthen your connection with this person.

What about the ritual of exchanging business cards? Wealth Networkers who avoid being Collectors or Givers have a carefully thought out method around business card exchanges. Details are in Chapter Five.