By Dana Phillips.

Have you ever considered how much we use the word “ask” in our training and in our business?

  • We’re trained to “ask everyone to book a party.”
  • “Did you ask your hostess to join your team?”
  • “Be sure to ask your prospect to schedule an appointment to discuss the business.”
  • I was trained to “ask every single person at every single party (the ESP approach).”
  • We are very comfortable using that word in all aspects of the business.

What I’ve learned is there’s a difference between asking and inviting. Asking is a request that usually wants more information or a direct answer. Inviting someone to do something is a friendly request to go somewhere or do something with you.

When you look someone in the eye, smile and say, “You were so much fun tonight! I’d love to invite you to have a party! I’d really enjoy meeting your friends,” it breaks the ice. All of a sudden, you’re not the pushy salesperson. You’ve become a friend inviting her to do something with you.

Whether you invite someone to have a party, hear about the opportunity, or join the business or the leadership team, you’re forming a relationship. You are Friends doing something together. You’ll find your results are more positive.

After the invitation, you’ll want to ask open-ended questions to get the end result. You may want to ask:

  • “When would be a good time for you to have a party?”
  • “When is a good time to meet and talk more about the opportunity?”
  • “When could we schedule a call to talk more about the benefits of becoming a Leader?”
  • And, of course, always offer two dates that you have available. “I’ve got tomorrow at 11:00 or Wednesday at 2:00 open. Which one works best for you?”

Both inviting and asking are essential in our business. When I became aware of when and where to use each word, I became more comfortable conversing with prospective hosts, consultants, and leaders and got better results. Inviting is a softer, friendlier approach and breaks the ice. Asking open-ended questions sets up the end result of what you want her to do.

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