I’m not the only one crying out for a change!
I admit I bang on about how small business owners should approach their prospective clients. So, I was delighted to read a fabulous article by Lee Saltz recently, who has written about the same topic. When meeting prospects for the first time, it’s so important not to fall into the trap of pitching ‘at’ them.
They aren’t interested in you or your Company. They only want to know what you can do for them. So, make it clear that you’ve done your homework. You know what’s going on in their business. Make sure you get them to do as much of the talking as possible. Show real interest in what their plans are.
Don’t do what so many do. Don’t spout off about how long you’ve been in business or who you’ve worked for. There’s a time and a place for that, but it’s not at the initial meeting. Unless, of course, they ask you!
Take a look at the article by Lee. He’s an expert and a very engaging writer. You can read it by clicking here.
If you want to learn more about the initial approach, get in touch by calling me on 01664 840763 or 07590 661156. Or, email me at firstname.lastname@example.org. I’ll do my best to help you.
And, if you have a salesperson or a team of salespeople that you’d like to get more out of, I can help you. From recruiting the right sales resource through to training them to do the right things, using the right tools at the right time.
All the best.