Paul Martin's Articles

20 Connects A Day

BusinessmanWithPhoneSo, 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.

Pages: Previous1...5678910NextReturn Top
Subscribe to Paul's Blog

Recent Blogs