There are two ways to present you and your business experience to a business prospect.
Let’s forget the first one. That’s where you tell him alllllll about yourself. The one where you give him all the information you can, thinking that he will figure out how to use you. You hope … but it doesn’t work.
The second way is to try putting yourself in his head? Doesn’t he have a specific need? How would you or your products integrate with his to create value for him? What is he trying to do that you could help him with?
How do you fit in? More important, how do you position yourself until he figures out how you fit in?
To be in his head, you have to target, you have to research, you have to plan, you have to position. Lots of effort.
But when you put yourself in your prospect’s business, the conversations flow naturally.
Wow. That’s pretty neat. I can see how that would work. I am going to try that tommorrow. But I probably don’t need to be quite that thorough. Let’s meet him first and see if he is real before we put the work in.
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