Sunday, March 29, 2009

Top 3 Strategies for Provoking Your Prospects

Before you can provoke your prospective clients into realizing your immeasurable value you need to embrace three key strategies:

1. Know your prospects’ top three corporate strategic goals and initiatives. That is, what do the CEO and Board care most about? You must link your offering to more quickly, effectively and efficiently solving one or more of those strategic corporate challenges.

2. Know your prospects’ top three corporate strategic goals and initiatives. That is, what do the CEO and Board care most about? You must link your offering to more quickly, effectively and efficiently solving one or more of those strategic corporate challenges.

3. Know your prospects’ top three corporate strategic goals and initiatives. That is, what do the CEO and Board care most about? You must link your offering to more quickly, effectively and efficiently solving one or more of those strategic corporate challenges.

Please note: This is not a typo...I repeat...this is not a typo. The same strategy is listed three times because that's how darn important it is. Kind of like location, location, location. If you want to figure out how to provoke your prospects, you've got to focus your prodding on their most essential challenges. If you can't tie what you do to a consequential impact on their key strategic objectives, you're in trouble.

How do you figure out the top three corporate strategic goals and initiatives?
• Check the annual report.
• Check the press releases.
• Ask the client.
• Ask one of the client’s other professional service advisors.
• Hypothesize.
• Google it.

What if you can’t make a viable argument for how your services tie to reaching the corporate goals?
• Change your offering until it fits.
• Get a colleague to brainstorm with you until you make it viable.
• Move on to a different prospect.

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