Jul 10
15
Save Yourself: Use the Power of Silence
This is a guest post by Natasha Allrich
Remember when you were younger and adults used to always say, “Hush, you talk too much?” When a child is first born everyone always says, “I can’t wait for her to start talking,” but once you began they spent countless hours trying to get you to be quiet. Unfortunately, it almost seems like there is no turning back once those first words are spoken. As business owners it is a part of our practices to pose questions to our prospects and clients so we can gain information about what they are needing. All too often we forget questions require responses and not from ourselves, but from the person with whom we are communicating.
Whether you are working by phone, via the internet or speaking from a platform, you always want to start with asking your audience a question. The key to remember when you ask a question is to pause, close your mouth and wait! Sometimes it may feel like a minute or longer and it may very well be, but out of respect just be silent and give the other person the opportunity to process your question and formulate a response. When you allow the customer to respond they are giving you the answer key to unlock the next step of communication. It clues you in as to what to say next.
The ability to be silent is an art form that proves itself to be very powerful. It allows the other persons brilliance to come out. You never want your customers to feel disconnected from you. Give them the time they need to digest the information you have shared. When you rush the process you make your customer feel cut off and this in turn can cost you not only money in your pocket, but more importantly, a client that does not want to sign up with your business.
Follow these simple foolproof tips and watch the results shift in your client enrollment process.
1. Silence shows partnership. People want to feel as if they belong and are a part of something worthwhile and meaningful. A traditional salesman makes people feel like they are being pushed into a deal as if they have no choice. Instead, when you ask a question give your prospects a chance answer. By doing it this way you are allowing them a chance to participate in a co- creative process which equals partnership.
2. Learn to enjoy the silence.
Remember, your enrollment questions are not unique to you but they are to your prospects. Give them the chance to think about what you are asking and let them establish their own unique response. By the way, this process is only a few seconds of your time.
3. ‘Use the drinking water technique.’
If you know you are the type of person who out of passion and excitement asks a bunch of questions at one time and are doing most of the talking then you’ll want to use my drinking water technique. It’s really simple. Ask a question, take a sip of water and let them respond. This especially works well when you are talking about your prices and how much you charge. After all, you can’t talk and drink at the same time. 
Enrollment Action: Evaluate your process and change it if necessary. Are you really giving your prospects and current clients ample time to answer the questions you ask? If not, follow my tips. They work, if you work them!
Ps. It saddens me to see far too many well meaning entrepreneurs saying TOO much during their enrollment conversations. And to be frank, it’s hurting your business, and doing a serious disservice to your prospects. Save yourself and use the tips above! You’ll be amazed at the immediate results you get and the noticeable difference it makes in your business.
Shoot me a quick email letting me know where you are finding yourself stuck and not getting results in your enrollment conversations, and how this information is a benefit to you. I’d love to hear from you.
In partnership,
Natasha Allrich
Business Coach and Enroll from the Soul Mentor
Web: www.EnrollFromTheSoul.com
Email: “Natasha Allrich”
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