It All Starts with Your Introduction...
Let’s first assume that you know who you want to talk to and you put yourself in situations where you are actually conversing with these people (that may seem to obvious to mention, but I’ve lost count of the people who are actually saying the ‘right’ things to the ‘wrong’ people and whose sales sky-rocketed when they simply shifted locations).
When you introduce yourself to genuine prospects do they…
- Wait patiently for you to finish so they can launch into their own spiel?
- Interrupt you before you have a chance to explain things properly?
- Get excited and start firing relevant questions at you?
- Fall asleep (metaphorically speaking)?
Your introduction matters, because if you don’t attract their interest and fascinate them quickly, you may never get to the point where they are interested in continuing the conversation and allowing you to nurture them.