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MeatballWiki | RecentChanges | Random Page | Indices | CategoriesThe essence of communicating your value to a prospect is demonstrating that you solve some problem of theirs. The principle challenge--and therefore the principle opportunity--is that the prospect is only dimly aware of what the problem is, but has no idea what the underlying causes are and thus what the potential solutions are.
A clever pitch will provide clarity where confusion reigns. That is the essence of demonstrating that you are the most trustworthy person to bring in to solve the problem. Begin by a general question to identify a problem, and then ask a series of questions to uncover underlying causes and what the prospect is doing to address these causes. Once you hit the wall where the prospect no longer has any solutions to his or her problems--but you do!--you can step in to provide the rest of the way to the solution.
For example,
- How often do you get lost in an e-mail discussion?
- How do you keep track of what is going on? A. Folders, filters, rules, searching, etc.
- Some GapQuestion's here about losing track of information.
- An EventQuestion about finding important but lost information.
- Wouldn't it be nice if every message in a discussion was already in the same place?
- ...
- WikisVsGroupEmail.