When speaking with a potential prospect drop your agenda. Never go in with a pitch. You have absolutely no idea if they have a problem and that even if they do, they want to solve it.
Instead go in with genuine curiosity. What’s happening in their world. Be interested in them, rather than being interesting yourself.
People love to be listened to and really heard. That is the basis of building rapport and trust.
So drop your agenda. Have a set of questions you can ask to probe more deeply should they be willing to open up.
Then the conversation will naturally flow to what might be the next steps. Sometimes deeper discussion eventually leading to a sale. Other times, nice to meet you, but no thank you.
And as always, if you’d like our help to get more profitable clients in less time, give me a hoy.