When you want to connect with someone, you want to do it quickly and relevantly, fair? Yes, but how? Duane Cashin, an outstanding public speaker and business consultant, gave a talk recently in which he revealed a wonderful structure for engaging quickly, easily and effectively with anyone: T.I.T.O.
T . . . Trends
Begin by offering to provide some ‘insights’ about recent ‘disturbing’ or ‘interesting’ trends that may affect the life or business of the person you’re speaking with — e.g. “Y’know, I read the Financial Times and there are 3 trends countries like Greece are revealing that American investors need to be aware of . . . ” (do you have their attention?)
I . . . Insights
Amplify the ‘data’ in the trends by filtering it with your own expertise. Use this section to demonstrate you know your business — e.g. “What all these economic events are leading up to are 3 serious threats that can decimate your net worth if you don’t respond appropriately. For example . . . ” (you think they’re gonna leave you now?”)
T . . . Threats
Present the consequential damages that failing to act appropriately may cause the unprepared or ill-advised person to suffer. This should be a logical connection that arises from not using the insights you’ve provided based on the trends you’ve observed.
O . . . Options
By now, someone is ‘in pain’ and you can’t leave them that way. So, offer a way out . . . of the pain they’re experienced now. “What I find people are doing about these issues seem to fall into one of 4 kinds of response . . . ” (qualified prospects will identify themselves to you!)
Engaging prospective clients in a conversation is best done by design, not accident!