So, you’ve got that important meeting with a decision-maker… Now what?
I suggest treating the first meeting as a discovery session.
Ask lots of questions to uncover high-value opportunities which your product / service can provide.
When the meeting is over, tailor a value proposition that will blow them away. (Lots of thought, research & careful consideration required for this bit.)
We shouldn’t expect the prospect to know the various ways our product / service can add value. That’s our job!
Clear, specific, high-value must be demonstrated before we can hope to win business.