By John Doerr, Contributing Editor
Like King Midas, as I was told, everything he touched turned to gold.
- Joseph Simmons and Daryl McDaniels
"If I could just get a meeting with my target prospects, I am certain I could close five (or six, or eight) out of every ten."
How many of you think the same thing? You know that when you get in front of the prospect, you can wow them. Every time a lead comes into the firm and you go on the sales meeting, it's a slam dunk. Made-in-the-shade. Can of corn. You know you'll get the gig.
Let's assume you set a meeting with someone you believe will be a good prospect for your services. It's not from a referral – they neither know you, nor have they heard of you beforehand. Thus, there is no transferred trust, as when you are referred in. It's also not from a client who's sought you out, thus there's no hot need for your services. You targeted them, and you asked them for a meeting.
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