You finally got to speak to a prospect on the phone, or face-to-face at a trade show! Great! Within a few seconds after that, your prospect will make a snap decision to Ignore-you, Tolerate-you or Give-Undivided Attention. To get undivided attention, the prospect needs to have a strong sense, within those initial seconds, that you likely have the knowledge & expertise they need to solve their problem. Two important things for you to keep in mind as you visualize your…

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Things have changed immensely in the last decade for buyers of professional services. There was a time not so long ago when the phone book was it. Buyers had few ways to research service providers. Short of knowing someone at a firm (or knowing someone who knows someone), or asking for references from the firm, buyers were often in the dark. Today, purchasers of B2B services have the advantage of social media, particularly LinkedIn. Research reveals that 70% of prospects…

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