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How to open that first conversation

2012 May 23
by Malcolm Sleath

A call from a client this morning. He’s done brilliantly well in sending out a very well targeted letter and getting a positive response from a potential major client. He’s booked a call to explore their needs.

Question: What strategy should he adopt on the call?

The temptation is to go along with the idea that because you make an approach to a potential client, when it comes to the call you have to make the running and dive into a pitch.

Don’t do it.

You really need to know where the client is starting from as soon as possible. So ask a question.

You only need one.

“What was going through your mind when you decided to respond to my letter?”