Pitching prospects is the most critical skill for business success as without any clients, you have no revenue, and your business will founder. However, it is very difficult to find an easy-to-follow process for undertaking this essential task so I have encapsulated my procedure honed over more than 10 years of running a successful organization.
My first and most critical step involves taking the prospect to lunch. This should be the very first meeting you have with the prospect as initial impressions are critical, and they are more likely to be favorable when you are sitting down to a meal. Moreover, if a prospect does not have time to have lunch with you, then he is probably considering many other applicants for the position, and your chances are greatly reduced anyway. In other words, the “lunch test” pre-qualifies your prospect as a good chance of getting the account.