I am often told by my mediator colleagues that they find it hard to convert initial mediation enquiries into mediations because when they contact the ‘other person’ they are not interested.
So, let’s look at why this might be the case and what can be done about it.
I run a mediation business and I recently received a call from the Yellow pages man about advertising with them.
He focused on 4 key questions which kept my attention long enough to hear what he had to say and book a better time to speak to him again.
- Who are you?
First, he identified himself very clearly with the words and reassured me that I was not just another customer but a priority account customer whom he had been assigned to look after.
- What do you want and is it a convenient time to call?
He quickly explained that he was there to ensure that I was getting the most for my money and did not need any decisions at this stage.
He simply wanted to find a more convenient time to explore what was best for me. He was building rapid rapport.
- What’s in this call for me?
I felt he had my best interests at heart and respected my time. I was beginning to feel more like giving him a minute or two and, more importantly listening to what he had to say.
- How much will it cost?
He made it very clear that he was not asking me for money. Well, not at this stage anyway until I had had a chance to get a much better sense of what was being offered and the benefits for me.
He took the pressure off.
All this was said with a good pace, not rushed, clearly, politely and with great posture. He gave the impression that he knew that he had something that I will like and was relaxed about whether I took the next step or not. He had great posture.
All this got me thinking again about the purpose of our first mediation calls to the other person.
Isn’t it simply to ensure that you can arrange a more convenient time and place to talk to them about their worries, interests, needs and of course about mediation and its benefits ie to book a mediation information and information meeting with them.
Remember, you have the best thing ‘since sliced bread for them’. It is just that they may not know it yet.