Wie gehen Sie damit um, wenn ein potenzieller Kunde bei einer Networking-Veranstaltung kein Interesse an Ihrem Pitch zu haben scheint?

The first step is to observe and interpret their reactions. Are they checking their watch, looking around the room, or giving short responses? These are subtle cues that they might not be fully engaged. I remember a time at a major tech conference where I was pitching my ideas to a group of executives. One particular executive seemed distracted, frequently glancing at his phone. Instead of pressing on, I paused and asked for his opinion on a related topic. This not only re-engaged him but also provided me with insight into what he valued.

El mapeo de los gestos, microexpresiones y emociones debía hacerse de manera continua de ambos lados: Hablante y Oyente. El objetivo, más que terminar de manera completa toda la presentación, debe ser conectar con el dolor del oyente. Es importante hacer espacios de preguntas intercaladas que se vean espontaneas y naturales, lo cual se logra también combinando el mensaje que damos con lenguaje no verbal. Incluso la presentación la recomiendo 3 o 4 láminas iniciales y las demás que vayan siendo respuesta de las preguntas que se van planteando con el interlocutor durante la presentación, siendo muy efectivo para mantener el interés y siempre lograr que esta persona que nos escucha tenga conexión emocional con la información que recibe

En estos casos, incluso una estrategia disruptiva que cambié el eje de la presentación e incluso del interlocutor puede ser útil. Trabajar aspectos kinestésicos o sensoriales pueden reconectar de manera rápida y precisa a nuestro oyente como "te imaginas en x tiempo con y?" "¿que diran tus equipos cuando hacas Z?" "¿Que diría tu jefe si bajas X% el gasto en Y rubro?" mientras lees su lenguaje no verbal, son estrategias poderosas.

If you notice disinterest, address it directly but tactfully. Ask questions to understand their needs and interests better. For instance, "I noticed you seem thoughtful about this topic. Is there a particular aspect you’d like to explore more deeply?" Engaging them in this manner shows that you value their input and are flexible in your approach. At another event, I encountered a potential client who seemed disengaged. I asked him about his biggest challenge in his current role, which pivoted the conversation to something more relevant to him.

Always strive to offer value in the conversation. Share insights, trends, or useful information that can spark their interest. One time, while discussing personal branding strategies, I realised the client was more interested in the latest digital tools. I shifted the conversation to showcase how these tools could enhance their branding efforts, which immediately captured their attention. This approach underscores the importance of adaptability and deepening your understanding of the client's needs.

Sometimes, despite your best efforts, the interest isn’t there. It’s essential to pivot gracefully. You might say, "I understand this might not be the right time or topic for you. Is there another area where you’re looking for insights or assistance?" This approach keeps the door open for future interactions. I once encountered a CEO who wasn’t interested in my initial pitch about holistic branding but was keen on discussing corporate wellness strategies. Pivoting the conversation allowed us to find common ground.

En ocasiones esto puede suceder debido a cansancio o incluso porque el prospecto no se considera identificado con el hilo conductual que has dirigido tu enfoque. El retomar en otro momento e incluso también en otro ambiente puede ser muy favorecedor, siempre enfocados en que la relación humana es lo más valioso de todo

After the event, reflect on what happened. Was there something in your approach that could be improved? Did you miss any cues? Learning from these experiences is crucial for personal growth and improving future interactions. I make it a habit to review my pitches and client interactions, often seeking feedback from colleagues or mentors to identify areas for improvement.

Networking events are full of opportunities. If one pitch doesn’t land, move on and engage with others. Each interaction is a chance to refine your approach and gather more insights. At a recent blockchain event, after a lukewarm reception from one potential client, I networked further and found another who was highly interested in exploring collaborative opportunities with Markman Media.

Depends what you mean by "A Potential Client" ? Is it someone you have met before OR a Complete Stranger you are meeting at the event? Also is "The Pitch" standing up in front of the room OR chatting while mingling round the room. The BEST advice I can offer, having attended or hosted thousands of events over the last 26 years is "DITCH THE PITCH". People attend Networking Events for different reasons, they are there for THEM not YOU. They have their own agenda, so don't be surprised if they are NOT interested in what you do. REMEMBER - People will buy YOU way before they look at your products/services.

When encountering a potential client who appears disinterested in my pitch at a networking event, I pivot by focusing on understanding their perspective. I engage in active listening to uncover their needs and concerns, seeking to establish a genuine connection. By asking insightful questions and showing genuine interest in their business challenges, I aim to find common ground or demonstrate how my services could address their specific pain points. Flexibility in adapting my approach and emphasizing how I can provide value often helps in re-engaging their interest and steering the conversation towards a more productive direction.

Handling disinterest at a networking event involves a blend of observation, adaptability, value provision, and graceful pivoting. By engaging directly, offering value, and reflecting on the experience, you can turn a disinterested potential client into a future opportunity. Every interaction is a learning experience that enhances your personal branding and networking skills.