Lots and lots of qualification at the beginning like we spoke about. Really understanding before I’ve ever talked to a person of. Is this a good buyer for me? You see the spam emails go out. You know we’ve worked with hundreds of companies just like you and that’s a really an empty promise when it comes down to it because you haven’t had any conversation with anybody yet. So being personal finding out about people and treating that first conversation as hey I want to get to know you. I hope you want to get to know me. Let’s go through this and do some light discovery to see if it makes sense for us to continue talking and if at any point you’re not seeing value out of this conversation. Let me know and we can go on our way. You know being very honest from the beginning and people appreciate that because you know you’ve taken time out of their day everyone’s very busy. Calendars are always tight and tough for everyone these days. You know being honest and saying hey I want you to get value out of this. Let’s get to know each other and see if we want to work together because that’s the most important of any time you don’t fully understand what’s going our separate ways and that type of honesty generally opens up. So you know that may be a quick intro call of 10 to 15 minutes. Lots of times that turns into a full discovery process where we may talk for an hour plus. You know if you can build that trust where they want to continue the conversation you know maybe they’re going to skip their next meeting or go go over a little bit to be late for their next meeting because you’re meeting. That’s a pretty good sign that they’re engaged.
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More clips from Episode 27: Selling Professional Services – Reed Clarke of LeadMD: