You're listening to Business English Pod, the Business English podcast for professionals on the move.
Welcome back to Business English Pod.
My name's Edwin and I'll be your host for this episode, the second of a two-part series on networking.
Networking is all about people and connections.
You never know when someone you meet at a conference or trade show may be able to help your business in the future.
Likewise, you may be able to help someone else out.
So building and maintaining a network of business contacts is essential.
But once you meet a prospective contact...
How do you maintain that connection?
That is what we'll focus on today.
We'll talk about ways to steer a conversation toward a lead.
We'll also cover ways to shoot for a meeting and be persistent.
And we'll look at the other side and discuss ways to politely leave a conversation.
Today's lesson is mainly about sales, but these functions can be easily applied to other situations.
Last time we met Ian, a sales rep for a pharmaceutical company, and Marissa, a pharmacy manager at Children's Hospital.
They met at a conference and Marissa mentioned her frustration with her current pharmaceutical supplier.
Deliveries are often late and are sometimes packaged incorrectly.
She's concerned about getting supplies for her hospital's vaccine clinics, and that's where the conversation resumes today.
As you listen to the dialogue, try to answer the following questions.
1.
What supplies does Marissa's pharmacy need?
2.
Why does Ian suggest grabbing a cup of coffee?
3.
What is Marissa's schedule like right now?
So what are you short of?
Maybe i can help you out almost everything.
I could go on for hours.
Ah, well then why don't we grab a cup of coffee?
I can show you our catalog and we can find some solutions for you.
Oh, i can't right now.
It's been nice talking to you ian, but i'm on my way to my next seminar.
Why don't you give me your card and i'll keep you in mind, sure?
Or how about if I stop by the pharmacy next week?
That'll give you a chance to look through our online catalogue and I can answer any of your questions.
Oh, thanks, but my schedule is jam-packed right now.
Listen, why don't you give me a call sometime next week and we'll see what we can work out.
Will do.
Great talking to you, Marisa, and enjoy the rest of the conference.
Now that we've heard Ian and Marissa's conversation, let's look at it in a bit more detail and see what language they're using.
Let's start with Ian's opening line.
So, what are you short of?
Maybe I can help you out.
As a sales rep, Ian is always looking for opportunities.
He knows Marissa is frustrated with her supplier, so he asks her what her pharmacy is short of.
What supplies are in short supply or lacking altogether?
And how can he help?
Ian is steering the conversation toward a lead.
If he can get Marissa to give him more details, he can tailor or adjust his sales approach.
Now, she's more than a networking contact.
Her pharmacy is a prospective customer.
When trying to steer a conversation to a lead, listen carefully to what the other person has to say.
Then, find a way to offer help, as in these examples.
Funny you should say that.
We just released a new upgrade that will address that issue.
That's an interesting idea.
Have you thought about working with a designer?
Speaking of refinancing, our company has a new product available that will lower your interest rates.
I understand your concern.
You might be interested in our line of liability insurance.
Let's take a moment to go over some new vocabulary in that last set of examples.
The phrase, funny you should say that, usually signals a coincidence.
Speaking of, as in speaking of refinancing, builds on what someone has said.
Both of these phrases can help connect what a customer needs to what you can offer.
Now, let's go back to the dialogue.
What is Marissa short of?
Almost everything.
I could go on for hours.
Ah.
Well then, why don't we grab a cup of coffee?
I can show you our catalogue, and we can find some solutions for you.
Marissa opens up another opportunity for Ian here.
It sounds like her pharmacy's needs are great.
As a salesman, Ian wants to shoot for, or try for, a meeting.
One where he can discuss his company's products in more detail.
So he suggests they talk over coffee.
Shooting for a meeting doesn't have to be overly formal.
It can be a suggestion for coffee or lunch or just a quick sit-down conversation, as we hear in these examples.
Let's get some coffee and discuss this further.
Why don't we set up a quick meeting for next Tuesday?
My colleagues and I are having lunch at noon.
Why don't you join us?
I'd like to tell you more about our services.
Let's get together at the break.
So how does Marissa respond to Ian's coffee idea?
Oh, I can't right now.
It's been nice talking to you Ian, but I'm on my way to my next seminar.
Why don't you give me your card and I'll keep you in mind.
Ian may have caught Marissa off guard.
She was attending a seminar, not expecting to have a salesman approach her about pharmaceutical supplies, so she politely declines the offer.
Marissa asks Ian for his card, meaning his business card, and says she'll keep him in mind or remember him when it's time to order supplies for the pharmacy.
Marissa is politely leaving the conversation.
It's an important skill to develop, since the way you excuse yourself will leave an impression on the person you're talking to.
What else can you say to politely leave a conversation?
Thanks for the information, but I need to head out to my next meeting.
Pardon me, but I have to make a phone call.
We'll keep your firm in mind.
You've given us a lot to think about.
Now if you'll excuse me, I have an appointment.
Well, it's food for thought, but we're not quite ready to make a decision yet.
Again, let's look at some of the vocabulary in those examples.
In the first, we heard the verb phrase, head out.
This means to go out.
The last example included the phrase, food for thought.
This is another way to say things to think about.
Back to the dialogue.
Ian's not going to give up.
Sure.
Or how about if I stop by the pharmacy next week?
That'll give you a chance to look through our online catalogue and I can answer any of your questions.
Oh, thanks, but my schedule is jam-packed right now.
Listen, why don't you give me a call sometime next week and we'll see what we can work out.
Ian doesn't want to let his sales prospect get away, and he still wants to have a meeting with Marissa, so he suggests stopping by the pharmacy.
In this way, he's persistent.
He's going to keep trying until he gets a sales contract with Marissa's pharmacy.
Marissa tells him her schedule is jam-packed.
It's completely full, with no extra time for a meeting.
But she tells Ian to call her next week.
Keep in mind that there's a fine line between being persistent and being pushy.
Being too persistent can be annoying and ruin the chances of maintaining that contact.
The following examples show polite but effective ways to be persistent.
I'll call you when I'm back in the office on Tuesday.
When is the best time to reach you?
I'd be happy to stop by your office and drop off some samples.
How about if we give you a quick demonstration next week?
Here are some brochures to look over.
I'll follow up with you on Thursday.
Let's take one more look at the vocabulary in the examples.
Brochures are informational pamphlets, often included with a company's marketing materials, and to follow up means to contact someone after a first conversation, usually to check the status of something.
Now, let's practice some of the language we've looked at today.
First, we'll practice language that can be used to steer a conversation toward a lead.
In a moment, you'll hear a series of statements followed by a prompt.
Imagine each statement is said by someone you've met at a conference.
Use the language in each prompt to respond to that statement.
For example, if you hear... Statement.
Training new employees takes so much time.
Prompt.
Speaking of.
New procedures save you time.
You can say.
Speaking of training, our company has some new procedures that can save you time.
We'll play an example answer after each one.
Are you ready?
Let's give it a go.
Statement.
We're concerned about our exposure to claims prompt understand interested liability insurance example answer.
I understand your concerns.
You might be interested in our line of liability insurance statement.
Our office is so disorganized.
Our files are a mess.
Prompt Funny New system.
Help you organize files.
Example answer Funny you should say that.
We have a new system that can help you organize files.
Statement.
I think we're paying too much interest on our loans.
Prompt.
Speaking of refinancing.
Example answer.
Speaking of loans, have you thought about refinancing?
Statement We'd like to set up a separate website for our corporate catering.
Prompt Interesting idea Designer Example answer That's an interesting idea.
Have you thought about working with a designer?
Now, let's practice useful vocabulary and idioms.
You'll hear a series of sentences with a word replaced with a beep.
Repeat the whole sentence saying the missing word.
For example, if you hear... Of buildings, how do you like your new location?
You can say... Speaking of buildings, how do you like your new location?
After each response, we'll play the correct answer.
Let's begin.
My phone number is on my... Answer.
My phone number is on my card.
Where... I've copied a paper again.
Answer.
We're short of copier paper again.
Please keep Sal in... for that job.
Answer.
Please keep Sal in mind for that job.
My schedule is jam...
We've reached the end of this episode, the second of a two-part series on networking.
We've discussed ways to steer a conversation toward a lead, shoot for a meeting, and be persistent.
We've also looked at ways to leave a conversation politely.
For more practice, Premium members can access the online quizzes and study notes for this and other episodes in the new Learning Center.
Not a member yet?
Then just head over to wwwbusinessenglishpodcom and sign up for a free trial to preview some of the extra resources available to members.
Thanks for listening and see you next time.
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Premium members can access detailed study notes and the new phrase cast to practice all the useful language we featured today.
