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D32 is a premium business growth network where business leaders and experts in Perth and across Australia form meaningful relationships so they can leverage the time, contacts and activities of a vast network. D32 supports the little guys (and gals) and the 7-8-figure businesses. We’re a community that has each others’ backs. This podcast is about all things business, entrepreneurship and connectiom.
7-Second Rule
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Kingsley: [00:00:00] Welcome to the District 32 podcast. Hopefully you've been following along a little bit, and if you haven't been following along, can I encourage you to go back and listen to some of the previous podcasts or watch some on YouTube, whatever you, however you like to consume content because Dean here, thank you, Dean.
One of the co-founders of District 32 has. Mate, the, the stuff that you are saying about sales and connections and networking and all that sort of thing really is stuff that everybody needs to hear and. E even like for myself, having been around this sales, networking, all of this sort of stuff for years and years and years, I'm getting some really great, brilliant information and, and applying it too.
Oh, brilliant. Brilliant. As well. Not just listen, keep you comfortable. Yeah. Along. So I'd encourage you to go and listen to some of the others 'cause it's really, really good content. Now, before we started this one though, you said one of the [00:01:00] words, a four letter word that I really don't like. Alright.
Which ones that rule or real? I'm not into rules. Oh, fair enough. I don't like rules, however.
Dean: Yeah. Yeah.
Kingsley: I believe you have a good take on this particular rule.
Dean: Yeah. Like it would, it is interesting. I suppose the air tagline is the power of connection and uh, I just, I was reading an article there and the seven second rule was, was mentioned.
This particular article, I, I can't remember the author, so apologies to, uh, for forgetting. But basically what I was saying is that people are making a judgment on you within the first seven seconds of meaning. So, which is powerful because it's, you kind of think it's, it's what you say in your words. That have the biggest impact, but it's not.
So people we're, as humans, we're, we're obviously very, judgmental and, for seven seconds are, are vital. So, so I suppose, with that in mind, like, uh, you're working for connection, so what should we be conscious of? So I suppose the first thing is prepare, , do the research before you get there on the individual.
Through even stuff like LinkedIn, our website case studies have as much information as you, as you can possibly get, [00:02:00] around the individual before you, before you meet them and even look at their LinkedIn pictures just so you recognize them. Yeah. 'cause I was at a cafe many years ago sitting beside who we're supposed to meet and neither of us recognized each other.
So, so we've all got our profiles, updated and, and again, like second thing thing about is, I mean, just smile. Like, like obviously body language is, is, is a big thing. So, so smile like, it does have an impact. People do relax and it's engaging. , even if you're nervous, just smile.
'cause it, that's, it is the quickest way to, to engage with someone. I mean, you look at a, a wee baby and they smile and it's, it's so engaging for people. So, so just even be conscious that, that you're smiling, it shows that you're relaxed. Even if in. Internally, uh, you're not, you're not that relaxed.
, eye contact as well. It sounds like an obvious thing, but, be, be conscious that you, that you're looking at someone's eye, even if it's on Zoom. Look, look at the, look at the camera. I, I was at a sales meeting, with a sales guy a number of years ago, and he was getting distracted by his, his watch banging [00:03:00] through, emails.
So he was losing eye contact. And again, that sends out a message. I'm not really listening to you, I'm giving, giving you my time. So, so being the moment, with, with the individual. 'cause they've given you your time, their time, which is precious. And you don't wanna waste a moment.
You're giving your time as well. You've traveled. So be, be in that moment as well.
Kingsley: I really love what you said there about the whole smile thing. Because if you, when you do go to a meeting, you'll go somewhere or you see somebody somewhere who you may recognize them from social media or from wherever it is, and they're standing there and there.
Dean: Yeah. Yeah. And they're
Kingsley: not, they just got a very blank look on their face or not looking very happy at all. They're quite intimidating. And you're like, I don't really want to go and talk to that person. But that simple activist smile. Yeah. Can make it warm and welcoming and a hundred percent yeah.
Build a relationship. And so it does open up that whole area for people to be open and build trust right from the word go. [00:04:00] I think that's such a critical,
Dean: it's so simple. So it is, it's so everybody's smile. And I suppose taking, I suppose, I suppose taking their body language as well, like, think about listening and speaking as well.
I mean, if you're in the role of the sales person, like, I suppose the question I asked myself, one of the question I, when I finish a meeting is, did I speak for more than, 30% of the time? If I did, that's a fail. So you're not gonna get, I suppose sales can be over complicated. I mean, we're looking to achieve two things.
One is, trust. The second is empathy. So trust, you'll, you'll get that through, listening more, more than speaking. And then we're looking to, empathy is the second thing. So, I mean, someone has a pain point. So we're, we're looking to put ourselves in their shoes. What is that pain? We're on the same side, um, as, as the client.
We're not on the opposite, opposite sides of the table. So we're trying to create that trust, and empathy. So listing is such , a key part. Of, of, getting to that point where number one, you're connecting, and number one, you're two, you're understanding what that pain is. So, [00:05:00] so be conscious. Review that yourself even after a meeting.
How, how did I speak for more than 30%? Because if you are, , you're not getting, you're, you're not asking enough questions or the right questions to get to the. Their ultimate pain of what the prospect is experiencing.
Kingsley: Can I ask you about that? Because to me there's a whole thought process that goes on with that.
So for example, with you, okay, district 32 is your company and your job is to get people, basically just to be, yeah, yeah. Blatantly raw. Your job is to get people to join District 32. Yeah. Yeah. At the end of the day. Yeah. So. Now when you talk about pain points and asking questions to get to their pain point, can you walk us through your mindset?
Because looking from the outside, it could come across as dean's just trying to sell me on a membership. Yeah. Yeah. So, or. And, and that's how it could, could look like or sound like to people. In your mindset with the, the empathy, fixing the pain points, how do you [00:06:00] go about that thought process to put yourself in their shoes Yeah.
And be able
Dean: to do that for them? Well, I suppose, I mean, you gotta think, how am I asking 'em the right questions? So I was meeting someone, say for the first time. I'll be asking them. Okay, well, how is business going? Where's the, where's your new clients coming from? Where, where are you finding it hard to get clients Who are, who are your ideal referral partners?
Who are your ideal target market? Are you getting in front of them? What are the obstacles getting in front of them? So, just from even half a dozen questions, you actually, you learn quite a lot as in where they're potentially, struggling. And again, not every, everyone on meet is a good, fit for districts really too.
As well. And I think it's important that you're honest with people. Like, and say, listen, I don't think we're actually a good fit. Maybe I can recommend somewhere else. But if, if someone genuinely has, has, you can find where the pain point is. And sometimes people don't actually realize their pain point, like a question I asked.
New to business, who are your ideal referral partners? And you didn't know what a referral partner was, or the concept behind it. So I explained to 'em, [00:07:00] well, listen, here's how, how it works. You're looking to, build trust with and leverage of someone else's client base or, or database. So even, even asking those questions, that opened the door for him, as in, oh, I never thought of, uh, I can link in with, similar trades, or I can get introductions, maybe, some collaboration there.
So, but sometimes people don't realize, they realize maybe they don't have clients or they're low on clients. But they don't realize other avenues where they can leverage or, or access in different ways. But again, you've gotta be asking the right questions to get to the. What their perceived pain point, but they might be pain elsewhere that they just don't see as well.
Mm-hmm.
Kingsley: No, that's,
Dean: that's really
Kingsley: good. I love
Dean: the whole
Kingsley: process and obviously you're just trying to find out who they are. Is it fit, is it gonna work? And yeah, and I just wanted people to understand that because sometimes if you've got a service or a product, you're not sure how to approach it. So I, I appreciate the showing the mindset behind it.
Dean: Yeah. Yeah. And I also probably touch as well is, I mean, you're looking to build. Trust. I mean, it, it's, it's [00:08:00] so key. So always come from a, a place, so I suppose of of service. Without looking for anything, in return. So I suppose when, when I'm meeting source, first time, I'll do the research and sometimes it's obvious who their ideal target market is.
You'll pick it up from their case studies on their website or their testimonials. So I try go there armed with. Okay, well, I actually know people in that industry or space. I can make an introduction and once I kind of feel comfortable that they're good people, I go to what they do. I'm looking to, to make those introductions first without getting anything back.
I kind of feel. Over time, it comes back either directly or indirectly if you're kinda looking to do the right thing. But it's a really great way of building trust as well. 'cause as you know, like what, no matter what business you're in, it can be tough going. So if someone kinda gives you a leg up, you tends to remember them nine times outta 10 and, and return the favor at the are opportunity as well.
Yeah, definitely. So it's, yeah. So you're looking to build that trust and that connection. It's a great kind of philosophy, I think to have as well. I, I think.
Kingsley: Yeah. No, that's awesome. Because like you said, if you've got seven [00:09:00] seconds, and obviously before that seven seconds, like you said at the beginning, you're preparing, you've got yourself ready.
Who are they? What do they want? What can I offer them? How's it gonna work? All that sort of thing. Smile. Pretty simple. Yeah, yeah, yeah. We can
Dean: all do
Kingsley: it. And there was
Dean: another couple in there. What were the other two? Yeah. And I think you, I, I know you've touched on it before, but be, be curious. Ask, asking the questions, trying to, , ascertain information about their product or service their business, because we're trying to find where, where, where are the pain points?
Can I actually, can I, can I help them? And put myself in their shoes? And it's, it'd just be great when, when you get to the real pain point, you go, I actually have a solution for that. To kind of help them kind of grow their business or, or push on, in some shape or manner as well. Yeah, no, that's awesome.
I I
Kingsley: love that. Seven seconds. It's a rule. Yeah. But it's a good one anyway. It is for sure. Thanks, Dean. Appreciate you coming in again. Yeah, great. Catch up. Cheers, Kingsley.
I.