Mastering Uncertainty by Matt Watkinson

Author:Matt Watkinson
Language: eng
Format: epub
ISBN: 9781637743638
Publisher: BenBella Books
Published: 2022-11-22T00:00:00+00:00

Rehearse and refine

Whatever channel you use to reach out to prospects—knocking on doors, phoning, emailing, or social media—it makes sense to know what you’re going to say and how they are likely to respond. This means rehearsing and refining your approach as you go—keeping what works and shedding what doesn’t until you feel confident entering the fray.

When you do make contact, don’t waste time on empty small talk. Get down to business, explaining who you are and why you’re getting in touch, ideally in a way that generates some sense of intrigue. It could be that you have a distinctive insight to share, an interesting question to pose, or a way of presenting that appeals to the other side’s self-interest.

The aim is simple: the prospect must recognize that you are worth talking to and give you permission to move into the investigation phase. To achieve this, you must be clear on your ask.6 The odds of success increase dramatically when you are direct, confident, and enthusiastic.

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