Don’t Pitch Too Early.

Imagine you are car shopping. You walk around, glancing at all your options. Suddenly, a salesman sees you, runs over, and asks you how much you’ll be putting down and if you want to finance.
 
You’re like, “Whoa. Too soon. Too much.”
 
This is kind of what it’s like when you pitch too early. Sometimes sales reps are taught that if you get someone on the phone or get in front of them, make sure to get they get in the “elevator pitch”.   The theory is when will you get the chance to get in front of them again?
 
Don’t be that guy. Your customer will be thinking the same as the car shopper. “Whoa. Too soon. Too much.” 
 
Instead, ask questions, but make sure they are GOOD questions and not fillers and not qualifying questions. Stay away from stupid questions like, “What keeps you up at night?” 
 
Get to the heart of their HEADACHES. Are they dealing with complaints about throughput? Are they dealing with staff issues caused by equipment? Real questions will result in real interest and eventually you’ll get to pitch to them. Just not yet.

What are your thoughts? Share with me in the comments!

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