Don’t be the weather man. Make it rain.
A lot of us have a tendency to be a thermometer when it comes to dealing with the world. We’re ready to measure and evaluate what’s going on around us, and sometimes don’t do a thing to change it. Likewise, in business, I’ve found that a lot of entrepreneurs tend to be the weather man, always ready to inundate anyone who’s willing to listen with a detailed study of whatever market we happen to be in. Yes, it’s good to know your industry and its market conditions. It’s essential in many case. However, for your prospective client, partner or close colleague, this isn’t going to make them any money right now. At the end of the day, the bottom line is the bottom line.
One of the quickest ways to get the attention of a high value potential client, partner or colleague is to make it rain. Instead of just going straight to the pitch, find out how you can help bring them valuable business connections. One of the best clients I had on Wall Street was an electrical supply company that I connected to contractors who built arenas and mega-churches. Every time he saw me on his caller ID he KNEW he was about to make some money.
I’ll let you figure out how easy it was for me to close him.