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at making the rest of the impression. In today's crowded, competitive marketplace, on-profile prospects will be looking at you as hard, if not harder, than you're looking at them. Thus, in many ways, the "pre-approach," in which you get people to agree to see you, is arguably the most challenging part of the sales cycle. Scheduled meetings must be earned. The best way to do that is to find real reasons for people to want to see you. Contrived pre-approach methods that manipulate people into scheduled meetings are widely rejected in the markets where you should be doing business. But there's an extra benefit to be derived from getting people to really want to see you, not forcing them — fewer no-shows. There's a good chance anyone who is essentially "forced" into a scheduled meeting doesn't really intend to keep it — and won't. But, by getting involved in conversations about their needs and wants and concerns, describing how you can help, and forthrightly addressing their comments and questions, you can be sure people will keep their scheduled meetings. And, they'll do it gladly! Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system. |
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