Why you should start every phone conversation with these magic words.
Starting a conversation can be difficult, especially when it’s over the phone. People lead busy lives, and interrupting their day may feel daunting. A long time ago, I learned the best way to start a call that will begin your conversation on great footing. You should lead with these eight words: “Did I catch you at a bad time?”
Why would you say “bad time” rather than “good time”? If I allow that person to say “no” to me, I’m not asking for a commitment, and it puts them in a place of self-protection. They are saying it’s not a bad time and they are good to go. However, if the answer is yes, then they are committing to the fact that it is not a good time to talk. You’ve now given them an easy, permissive way to say so.
On the flip side, by asking if now is a “good time,” you’ll get several different answers. The first is the guilty yes, or the I-don’t-know-how-to-say-no yes. They may think saying no puts them in a bad light, so they commit instead. If they feel like they have to be there, that won’t lead to a good conversation. It could give them a negative association with you and ultimately hurt your relationship.
“It is more powerful to give a potential client the ability to say no.”
The second yes is given when the person doesn’t think you’ll take no for an answer anyway. They may reason that you won’t listen to them, so then they won’t listen to you. A false yes rooted in dismissal won’t garner a good talk. The third yes—the real one—is great, but it’s not always there.
It is more powerful to give the person the ability to say no because it affords you the opportunity to chat with them. Even if it’s a tentative response, you can pick up on it and ask if they’re sure. Letting them know you don’t want to bother them and that you want a good conversation puts the power in their hands, and it ultimately builds a great connection. The small difference of using “a bad time” instead of “a good time” has dramatically improved the quality of my conversations with potential clients, and I know it will work for you, too.
If you’d like to discuss this idea or have any questions, shoot me an email or give me a call. I’d love to help you be successful in your career.
