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Prospecting is not about talking AT the person!

16 Aug 2012 | Posted Under Sales

Prospecting is not about talking AT the person!

Through Linked-in (I am a huge fan -) someone connected with me and I acknowledged, which I do.

He asked me to call him to help him with his marketing. It took me a month but I finally had a few minutes at my desk to do that phone call! Left him a voice mail and he did return my call pretty promptly. One Point!

So, he was a sales guy for his company! That’s ok; he got me to make that phone call!

He then proceeded for 5 minutes to talk AT ME about his company, what they do, what they don’t do, how they got started and went on and on and on. Never asked me one question about me, what I knew about his industry or what my own business was. He never used my name (a pet peeve of mine). They were in Video Production.

I told him I already knew two firms I do recommend and have, in fact, worked with one of them directly. He proceeded to tell me what they probably could NOT do! Without even asking me if it was something I could see value in for myself or even for clients.

I mentioned other ideas he might wish to pursue, but he did that ….YES BUT… matter what I said to help he had an answer that was so negative I am shocked.

I am always looking to meet businesses in Tampa Bay and had heard the owner; speak at a Tampa Bay Business Owners Event – so I thought I’d find out more by arranging a meeting. I offered to meet with him one morning on my way to a client in South Tampa. Suggested an 8.30 meeting and I could then zoom over the bridge.

He said, pick me up as he knocked me over, we tend not to get started until 10.00 in the morning. That would mean you’d get to your client late, would that work!

Anyway, I left it to him to reach out to me during the month and I would try to work a meeting into my day!

This blog could go on and on but I won’t do what he did, instead I’ll remind you it is about THEM not you!

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