Posted on 11/19/2008 11:49 AM By Paul Martin
So, as a business development pro, you make 20 connects a day. What do you do with the 20 connects?
Some people pitch a package. I like to listen. When I make the connection on the phone, I'll set up a time where I can ask the prospect a bunch of questions with absolutely no pitch. In essence, the goal of the Connection is an Appointment. Nothing else.
Let me back up a bit. My objective for any business development interaction with a prospect is to create a solution that the prospect can't wait to renew at the end of the agreement.
That's why I ask so many questions. I want to make sure that the prospect will be satisfied.