Everyone has an opinion but few ever use this approach within the realms of new business.
Take for example an agency that has its own take on a particular application that it’s been working on. It will go to a client, it will run a focus group either internally or externally but would it dream of approaching a prospect. Why not?
You’ve been developing the application for that market so why not ask it. New business is exactly the same. Why not approach new prospects with just that type of approach – get an opinion, engage with the prospect on their level, get the feedback and then turn it round to your potential advantage given the opinion may well unearth an opportunity even if it’s not directly related to the original opinion!
We’re always mystified at the lack of common sense applied to new business activity – most of the time it is purely flipping what you do in situations when you meet new friends even in a social environment. Finding common ground and then developing the relationship from there.
It all may sound simple what if you asked the majority of new business personnel they would laugh at the approach. Results speak louder than words hence the world has Mint.
Thanks, as always, for reading!
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