When approaching a new client you ought to have some idea who they are prior to a meeting. Do not enter a selling situation completely disarmed and with no clue what to say. In these circumstances the tendency is to either clam up or talk too much. By all means be enthusiastic but employ suitable restraint plus pinpoint accuracy. Know exactly what you want to say. Adopt an approach where wasted words are left out.
Make each word count when talking with a prospect. Try to give the abridged version of a pitch and deliver key points only. Less is more. Go for quality over quantity and do more listening than talking. Find out what people want and find a way to help them.
- Do not ramble. If you sense yourself “losing” the prospect, immediately ask a question and flip the attention back to him or her.
- Is it possible to give the short version of your pitch? Do web design clients need to know technical details of programming languages? Does an art buyer care your brushes are made from 100% badger hair?
- The shortest conversations occur when questions are asked and answers given. This stops a conversation being too one sided. You want to cover lots of ground so do not get stuck talking about the weather for too long. By all means build rapport, just remember to ask questions.