Before
you can even begin to sell to a new client, you need to engage them in a
conversation. Not as easy as it might seem! You probably have already learned
that the higher you reach in an organization, the busier those potential
clients are.
What
you need to figure out is what you have that they might want.
Consultative
selling training experts know that busy professionals do not have time to
waste. As much as they might like to meet with any and all who request their
company, there are not enough hours in the day. The way these executives manage
their time is to meet only with seekers who have something of value to offer
them. Do you have an idea or insight on their company or industry to share? Do
you have special knowledge that could inform their upcoming decisions?
Think about what you know that they don’t so
that the meeting becomes a two-way sharing not a one-way favor.
