HELLO – CAN YOU HEAR ME?

The world is busy and only getting busier. Unless you have a distinct cut-through advantage, getting heard can be very difficult. Particularly if you are a new or a small business. 

 For the most of us (me included!) the temptation to shift into your well-rehearsed sales pitch (or as some still call it – your elevator pitch) when meeting potential new clients or when promoting your product or service is like an itch that needs to be scratched.

 Do your best to resist it! 

 Despite the passive acceptance of most people that these soliloquys are a part of everyday business interactions, it doesn’t stop people from tuning out. Let’s face it – you remember your eyes glazing over and freezing your smile when someone trucked out a rehearsed speech to tell you about themselves, their business or their services.

 The key (in my humble opinion!) is that we all want to feel special – we inherently know when we are being treated in the one-size-fits-all way.

 Here’s a few ideas that may help you prepare for your next face-to-face with a potential lead:

?      Personalise – Focus on the person in front of you, not the organisation they represent. By focusing on that individual, you will not only give yourself the best opportunity to be in their good graces while that person is at this company, but perhaps in the next company they move to as well!

?      Lead with integrity – Be as genuine as you can. Find something that excites you about the person you are talking to and let that feeling of excitement carry through in your voice and your pitch.

?      Guard against the monopoly – The worst you can do is to monopolise the conversation. Use your active listening skills to “hear” the gaps and work out how you can fill them. 

?    Be magnanimous – The whole idea is to gain their trust. So don’t hold back in doing something that will only benefit them. Like referring them to someone else in your network or offering to give them some free advice. Most people will remember your altruism.

?    Equal footing – Unless you have a sense that their ego needs stroking, you should always interact with people as equals. Elevating them to heights of gods will make you appear like a supplicant, while being all knowing will make you appear arrogant (which dilutes any attempts at engendering trust).

 Some people find this process easy. Most of us don’t – you’re not alone! But as a founder or a small business owner, leaning into this skill is an invaluable asset to the success of your venture.

 If you have an important pitch coming up, or a meeting with an important new client on the horizon and would like someone to practice on – let me know! I am only too happy to help.