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There are only four things that get an offeror’s interest. Say them and you’re fast-forward interviewing.

Remember them with the mnemonic of who you are—a S-T-A-R. The letters stand for:

Spot something

Talk about it

Attribute and accomplishment

Result

Your remarkable brain will take what you see and hear, then signal your smiling mouth to say the words naturally.

Once you’re past the Magic Four Hello (Do 1). . .

Spot Something

Let your eyes do that signaling to the brain.

Say you spot an old photocopy machine in the office area, but there’s a roomful of blank paper ream packages and many copies. You upgraded the copier for an employer in an earlier life.

(Sometimes the offeror will mention something first—like hassles with copying. If so, consider that spotted by your ears.)

So, you . . .

Talk about It

Say briefly (two or three sentences) something like, “I see you’re using a Zero 32 copier with an automatic feed and five-tray collator. We had one when I was at Paperpusher. How do you like it?”

Simple enough. Just wait for the offeror’s reply. He’ll probably say, “I don’t, but we’ve had it for so many years that I haven’t done anything about it.”

Now you show starpower . . .

Attribute and Accomplishment

“I seem to have this ability to increase cost effectiveness in routine business activities. At Paperpusher, I was able to reduce our photocopy costs by 60 percent while getting copies three times faster.”

Then you segue into . . .

Result

“We improved productivity, reduced cost, and had proposals out to our customers faster than we dreamed possible!”

The offeror will ask you for details if he’s interested. It doesn’t matter because you’ve moved further toward the goal.

Then just keep using the STAR technique whenever you spot something you can improve.

A star you are!

Do 68: Turning On Off-Offerors

You open the door. There’s no gatekeeper. It’s face to face with an offeror.

Not even one outstretched arm.

Just a two-eyed stare.

He’s your basic off-offeror!

We can finally use the I.I. switching technique. Let’s turn him on instantly.

There are only six switches. They may be coated different colors, but they all say, “Instant On.” They’re hotwired.

We’ll number them, and I’ll show you how to flip the switch.

Flipping the Switches

You’ll smile very naturally when you’re greeted with . . .

Switch 1 Off

“I’m busy. What’s it about?”

Switch 1 On

“I can see that you’re busy!” (Agreement.) “I’m busy, too.” (I’m as impatient as you.) “How about if we meet at 5 P.M. tonight or 8 A.M. tomorrow at the coffee shop?” (Make a decision, big shot!) “I want to talk to you about helping you get less busy and increase your business.”

He’ll say, “How?”

That’s our instant invitation, but you’re just a little too important to accept right away, So say, “Look—you’re busy now and so am I. See you downstairs at five?”

He’ll say, “Fine—have you got a business card or something?” (They’re programmed to say “or something.” Isn’t this fun?)

You reply, “Sure. Give me yours too.”

Drop a Magic Four Hello and your card, then leave (Do 1).

If he doesn’t show up, you go up to his office (or call if the meeting place is not right there). Now you’ve got an even better switch than you had before!

Be very nice when you convey, “Where were you? I was really looking forward to meeting you!”

He’s going to want to make it up to you. It’s called the Important Instant Interview!

Switch 2 Off

“I’ve got a meeting in five minutes and I can’t deal with this right now.”

Switch 2 On

“Here’s my card. Give me yours and I’ll come back later. I really want to get your ideas about something.”

With this encounter, offerors are never too dormant to ask, “About what?”

But you’re too ready to answer. So you say, “I’ll stop by later. Have a good meeting!”

Switch 3 Off

“If this is about a job, we’re not hiring now.”

Switch 3 On

“I know that. In fact, that’s exactly why I wanted to get your advice