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Mindless small-talk!

You have a pitch at 2:00pm today.


You jump on the call, spend 7 minutes chatting about the weekend, the BBQ you hosted, the unexpected warm weather for this time of year and...yada yada yada.


You then spend 3 minutes telling them about the benefits of your current hybrid working arrangement.


What have you achieved so far...aside from them knowing you like working from home twice a week, and that you love a bbq'd sausage!


Your time slot is 30 minutes and you've already wasted 10.


Can you really squeeze everything into 20 minutes?


Probably not.


You'll get to the point of excitement in seeing a good fit and it'll be 2.27pm.


You'll then rattle through the various issues you solve by spewing up your main product features.


Next time try this:


- 30 seconds of platitudes


- No weather chat


- No mention of the weekend or your bbq'd sausages


- Straight into your agenda


- What you want to get out the call


- What they want to get out of the call


Don't mistake rapport-building for wasting time because that's usually what it is.


You'll build more rapport if you show them how you'll solve their problem.



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