There’s a few truths in business regardless of what you do.
The people you want to connect with don’t have time or motivation to connect with you.
These prospects are often busy and heavily guarded with staff from the outside world of distractions. You might in fact have the perfect solution to help them save millions and grow their business yet (in the moment you attempt to connect) you are classified as a distraction from whatever they are doing.
There was a saying a mentor had once shared with me; when looking to initially connect with busy people
“be good, be brief and be gone”.
In most private companies the higher up the food chain you go, the busier people are and the less time they have for small talk…especially if they don’t know you (yet).
The same is true when calling on a small or medium sized business owner; they are busy.
Here’s how to get and keep their attention to get a meeting to introduce your ideas:
Start With The Results Whatever your business, boil it down to the result you can deliver and start there. Help the business owner come to appreciate that it’s OK to invest a few minutes of her time to learn about how she can save $900 a month on X service or reduce her taxes by 15%.
All business owners care about the bottom line.
Speak their language and you will get their attention.
Who Else Have You Helped.
Tie in the results into who else you've helped.. Have a few case
studies handy. Keep things generic if you must. Either way,
this makes you and your service/product real in the prospects eyes.
“The Ask” Once you’ve peaked their curiosity, inform them that you’ll need to setup a 15 minute session to determine if you can do the same for them. Confirm that the meeting is at a time/place that doesn’t pose
too many distractions and go see your new prospect and assess
how you can help them.
Marcin has been instrumental in building several businesses including commercial & multi family real estate investment partnerships, a consulting practice and a smart home security business serving customers nationwide. Marcin has secured over $100MM in growth capital for various businesses and has collectively spoken in front of thousands of entrepreneurs, business owners, investors and those just starting to explore living life on their own terms. Outside the office Marcin can be found at the gym lifting heavy things or on the road zipping along on an extended bicycle ride.
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