10 Distinctive Comply with-Ups to “How Are You?”

What number of occasions 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 unsuitable with kicking off a dialog by asking how somebody is doing, but it surely undoubtedly received’t result in any memorable dialogue.

If you’ve solely acquired 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?”

The best way to reply “How are you?”

1. “What tasks are you engaged on?”

Open-ended questions like this one sometimes result in extra attention-grabbing responses. In addition 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 offers you the prospect to study extra about them. What are their largest priorities in the meanwhile? Are you able to assist them with any? And the way may your product match into their workday?

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

Use this query to indicate that you simply’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 example, you would possibly say, “I noticed on Twitter that you simply simply attended the Midwest EdTech convention. How did it go?”

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

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

Most individuals can even really feel compelled so as to add an evidence, equivalent to, “My crew has a giant deadline arising, so I’ve been busier than regular.” You’ll get the chance to ask a follow-up query (and study extra about their objectives 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 you must put it aside for prospects with whom you’ve constructed a powerful rapport. It exhibits that you simply’re excited by 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 an alternative.

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

To concurrently show you’ve finished 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 lately expanded to Utah. Congrats! How has that been in your crew?”

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

Your prospect’s firm doesn’t should make any main strikes so that you can ask an organization-related query. Any announcement is honest 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 normally impress the customer.

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

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

It’s also possible to use social media to study their hobbies. As an example, in the event you learn of their firm bio that they love touring, you would possibly ask, “I learn in your firm’s ‘Crew’ web page that you simply’re a giant traveler. Have you ever gotten the prospect to go wherever new recently?”

Folks sometimes mild 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 to date?” will get you pretty customary responses. Nonetheless, telling somebody to speak about themselves carries way more weight. You’ll appear extra excited by 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 keen to study them. To not point out that displaying you’re interested in their life (not simply their finances) makes the interplay really feel extra human and pleasant.

This one works properly for occasions, tasks, and different office-related subjects, however you can too use it for on a regular basis issues. Possibly your prospect talked about they had been studying an incredible guide. Say, “I’m curious to listen to the way you appreciated Smartcuts.” Or in the event that they’d tweeted a couple of film they had 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 the event you’ve finished a little bit of prep earlier than your assembly. If some attention-grabbing content material associated to the propspect’s trade lately dropped, deliver it up for dialogue. This might be an article, video, press launch, case examine or one thing comparable. 

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

Variations of “How are you?”

This easy greeting can are available in a wide range of types. Both means, 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 as if a drag, however you should utilize 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 simply’ve gotten some intelligent responses at your disposal, let’s talk about physique language. Your non-verbal communication is simply as vital as what you say. Listed below are some issues to bear in mind when responding to “How are you?”

Keep in mind to smile.

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

Take note of tone.

This is a vital one. In the event you’re smiling however your tone is indignant, it’s sending prospects a blended message. Do your greatest to maintain your voice nice and upbeat. In the event you sound drained or uninterested in the dialog, likelihood is, the prospect will discover.

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

Be real.

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

Don’t overlook to hear

Listening might be an important a part of interacting with a prospect. Listening will enable you acquire perception into their wants and obstacles. When you’ve adopted as much as “How are you?” with certainly one of our prompts above, remember to rigorously take heed to their reply. For instance, in the event 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 can be extra attention-grabbing from the second they start.

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