The 12 steps of a cold callaholic.
He proceeded to tell me that he was not only completely uninterested in talking to me, but that our firm had no concept of the needs of smaller businesses and therefore he would never consider us as a service or product provider.I countered by telling him that that was exactly why we wanted to meet with him, to prove that we did indeed understand his business and his industry....
He agreed to the meeting. I suspect it had more to do with curiosity than addressing an actual need, but the purpose was to secure an appointment so that we could begin to build trust by sharing something of value to him.
After 13 months of careful nurturing, we signed a six figure agreement with this CIO
Sandy O'Dell on Rain Today. Read the whole thing here.