This text is from our consulting firm's latest 321 Biz Development episode found on 18 podcast platforms like Spotify, iTunes, Pandora and iHeart Radio. 321 Biz Dev has over 500 podcast episodes across multiple platforms. There is too much content to write for this article, so readers are referred to the podcast for the complete story. 321 Biz Dev supports supporting attorneys, CPAs, corporate dental franchisers, independent dentists, home health providers, homebuilders, medical groups, plastic surgeons, medical billers, insurance brokers, real estate brokers, restaurants, tattoo shops, boutique shops, indie artists, hair stylists, HVAC companies, and plumbers.
As a consulting firm CEO, part of my job is to observe situations, ask questions, compile data and write business solutions.
I started three conversations in Fair Oaks, California at a local coffee shop.
Before I started the conversations, I observed what people were doing on their laptops while sipping coffee. The three people I observed worked in the legal, real estate and construction industries.
The most significant action I observed is:
After I started conversations with the three small business owners, I wanted to see if they would try to establish contact with people sitting or standing near them.
Using the three-foot rule, 321 Biz Dev recommends small business owners say hello to anyone sitting or standing within a three-foot distance.
Behavioral psychologists say 'space invasion' occurs when people are within 3 feet of one another. People are either comfortable or uncomfortable when they are within 3 feet of another person.
You can evaluate a stranger's three-foot, comfortability index by trying to make eye contact or saying "hello". If two strangers make eye contact, then the comfortability index is high. If two strangers do not make eye contact, then there is a low comfortability index.
The same is true about saying hello. Saying hello is easiest icebreaker for small business owners to make contact with others.
By default, the small business owner has the responsibility to test comfortability by making contact and saying hello.
Over a 30-minute period, none of the three small business owners made eye contact or said hello to people sitting or standing within the 3 feet distance.
321 Biz Dev LLC has observed the above misfires thousands of times.
The final analysis seems to reflect that small business owners are afraid or unsure of how to make contact with others.
Additionally, it seems like the laptop and cup of coffee represent a security blanket or a wall to other people.
Do these observations for yourself. How often do you see a person in business attire, sitting in a fairly crowded coffee shop, sipping coffee with a laptop and not introducing himself or herself to others?
What is more important if you are a business owner sipping coffee at a crowded coffee shop with your laptop? Making contact with potential new clients where there maybe at least one person who needs your products or services? Or, reading the same emails? Or, reading an accounting article? Or, looking at friends or family on Facebook? Or, looking at an insurance quote for an appointment you have three days from today?
If this article provoked some deep thought about improving your sales performance, please do not hesitate to contact me, Rick Nappier, at 726-999-0999.
Interested parties can also can click HERE to complete a 5-minute questionnaire so 321 Biz Dev can learn more about your current sales situation or learn about your current or past experiences with trying to improve sales performance.
Please complete the questionnaire and a 321 Biz Dev specialist will contact within two business days.
We hope your enjoyed today’s article and linked podcast episode.
Please watch the video below to learn more about 321 Biz Dev Lead Generation for Professionals.
Rick, CEO