3 Tips for Starting a Conversation with a Woman Prospect

It can be difficult getting to know a new prospect. Salespeople walk a fine line between learning about prospects and communicating about their offerings. Starting a conversation with a woman prospect is different than with men.

Selling to Women Tip #1: Ask about Her First

3 Tips for Starting a Conversation with a Woman ProspectStart the conversation by asking your woman prospect about herself. Don’t introduce yourself first. Women often become very interested in learning about others. If you start the conversation about yourself, she may spend the entire conversation asking questions about you. Then you’d never learn anything about her– and how can you sell to a stranger?

And don’t worry, you’ll have an opportunity to talk about yourself soon enough! Reciprocity is built into women’s natures. She will certainly ask about you and what you do.

Selling to Women Tip #2: Your First Question Sets the Tone

Asking a woman about herself can be tricky. Avoid making assumptions about your prospect’s life situation. Don’t assume she is a career women or a stay-at-home mom. You set the stage for a friendly conversation when your first question to her is neutral.

To avoid awkward situations, try these opening questions:

  1. What keeps you busy these days?
  2. What gets you up in the morning?

Selling to Women Tip #3: Listen for These 3 Key Things

3 Tips for Starting a Conversation with a Woman ProspectIt may be true that women have a lot to say, but if you listen for these three topics, you’ll be well on your way to a successful sales conversation:

  1. Information about her family and lifestyle that help you understand how your offerings could help her.
  2. Interests you share in common that can start to build a friendly acquaintanceship.
  3. Something you can follow-up on later to show her you were listening and care about the conversation you shared.
This entry was posted in Financial Services, Selling to Women, Things women care about, Women as customers and tagged , , , , on by .

About Marti

To The Huffington Post, she’s “the High Priestess of Marketing to Women;” to TIME magazine, “the Chief Rabbi of the Sheconomy.” Renowned business guru Tom Peters calls her “the First Lady of Marketing to Women” and says she “is one of the best presenters, male or female, I’ve ever seen.” Marti Barletta shows you how to get more customers, make more money per customer and keep customers loyal longer - simply by getting smarter about women. Her first book, Marketing to Women, is available in 19 languages,” and her latest book, PrimeTime Women, focuses in on the market’s high-spending sweet spot - Boomer women in their mid-life prime – and shows marketers how to use this prime segment’s growth, size and buying power to propel their business for the next 20 years. As the go-to authority on marketing to women, women in leadership and women’s growing role in shaping the 21st century, Barletta has been quoted on CBS, ABC, MSNBC and NPR, as well as in The Wall Street Journal, The New York Times, The Economist, USA Today, Fast Company, TIME, Business Week, Inc., and many other publications worldwide. Ms. Barletta’s consulting clients have included Diageo, Ford, Kodak, Pfizer, Volvo Worldwide and others. A popular speaker internationally, she has enjoyed rave reviews on every continent except Antarctica, including in Australia, Chile, Dubai, Japan and Sweden. She has spoken for hundreds of companies, conferences and associations; and across dozens of industries, including consumer products, financial services, travel and tourism, retail and real estate development, to name a few. She is proud to say that numerous clients have booked her for return appearances. Her dynamic style, command of her subject and passion for her topic make her a popular speaker. Audiences love her practical tactics tailored to the interests of each audience, her lively style and sense of humor, and her memorable stories about men, women and marketing. Specialties:I show you how to attract more customers, keep them longer, and earn more money from every customer simply by getting smarter about today's mightiest market - women.

2 thoughts on “3 Tips for Starting a Conversation with a Woman Prospect

  1. Allen Bettis

    This is very helpful for men like me. But even asking “what keeps you busy these days?” could be awkward in a professional situation.
    Maybe, “Tell me about the work you are doing now, and what like best about it” would be better.
    Thanks for this simple but thought-provoking post!

    Reply
    1. Marti Post author

      Allen – How nice to hear from you! And I agree with you that any questions asked should be sensitive to each individual’s situation. My point was only that one might want to avoid the word “work” in the question because so often that implies “paid work” and women who choose not to have a job can be sensitive about how their choice is viewed. This might come up more often for Financial Services professionals who are looking to work with wealthier clients, as most HNW/UHNW women are older (Boomers and Seniors); and many older women don’t work outside the home either because they come from a generation when it was less common for women to have jobs, because they have retired or just because they don’t want or need to. Your phrasing of the question does a nice job softening the meaning of “work” so that it might include any purposeful activity, whether paid or unpaid (e.g., volunteering), and I like the way you also ask about her feelings about her work. Thanks for commenting!

      Reply

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