How to open that first conversation
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?”