Make them think about the possibilities

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While you’re feeling the pressure to fill your pipeline this moment, many of the people you’ll speak with won’t be ready to make any immediate changes. But if you leave a positive impression as a thoughtful, intelligent person who may be able to help their business in the future, they’ll want to stay in touch. That gives you a lead for 3, 6 or 9 months from now.

Better still, they’ll probably call you because they’ll remember your discussion.

Offer to share your expertise freely.
Research is important but it’s how you apply it that is truly distinguishes you. Determine the business issue you could assist with, then offer your expertise on what they should be thinking about to address that point.

Don’t hold back because you think a prospect should pay for your advice.

Few companies you speak with will be able to implement your suggestions without your company’s help. Let go of that concern and open up. Share the great knowledge you have.

If you have ideas about how a company could better namibia telegram data control their IT costs, tell them. Some will be recommendations that directly connect to your offerings, but others should not. If, for example, during your discussion you believe that some basic training would help their office manager to administer better system back-ups, tell them. You can sell them a full-scale business recovery solution later.

Guide them with ideas they can implement right now while positioning what you can assist with in the future.


As you share, discuss what you’ve seen other companies do to address a similar problem. Think about your clients, the challenges they’re facing and what they’re doing about those problems.

Show prospects the possibilities of what they could be doing to improve productivity, cut costs, or address that need you uncovered in your research.

Share one or two simple-to-implement ideas, as well as one or two more complex, suggestions. Base your ideas on how you’ve observed your clients address those matters in their organizations, or how they have implemented your solutions to change their businesses.