How to Make More—and Better—Connections with Prospects

The following is an excerpt from the updated and expanded second edition of the bestselling Book Yourself Solid by Michael Port. To get two more free chapters from the book, go to www.BookYourselfSolid.com.

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It doesn't matter if you are prospecting, door knocking, outreaching, introducing, or just plain canvassing. If you do any or all of those without knowing the person or business you are contacting, you may as well be calling the president of the United States. At best, you'll find yourself winded, your time wasted, or your wares unwanted. Or, at worst . . . humiliated. No one wants to feel like a cheesy, shady, pushy, or unprepared salesperson.

Sales aren't always sensible. Connecting isn't always cool. Even if your proposition seems picture perfect . . . life, decisions, and relationships are always wrapped up in underlying influences. Some of these foundational influences we can see quickly at first glance, while others take a bit more time.

But when you show up knowledgeable and prepared, you address the human needs of the people you want to serve, and you are closer to meeting both the other person's needs and your own. You might have a shot at getting what you ask for. Plus, aren't conversations just easier and more fun when you know and share these commonalities? Doors stop slamming. People start playing, and they start paying.