Topics covered:
- Effective follow up after a break like the holidays or when it's been a while since contacting someone
- Two scenarios: after a break, or when they've gone "dark"
- The key is to "disarm" and not make it about selling
- Focus on understanding what issues they wanted to solve originally
- Acknowledge that priorities may have changed and it's okay if they tell you it's no longer a fit
- For cold calls, discuss common issues others in their role/industry face without assuming they have the same problems
- Use the Client Vision Pyramid to understand their current needs and see if you can add value
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