One afternoon, I got a call from a woman in California—someone well-known in her field. Her assistant patched her through, and she opened with friendly energy:
“Cathy, I’m going to be in your city in a few weeks. Why don’t we meet for coffee? I’d love to learn more about your business!”
I was just about to book her into my calendar when she added:
“What is the nature of your business? What do you offer to clients?”
Ouch.
That question stopped me cold. Why was she reaching out if she didn’t even know what I do? Did she visit my website? Skim my LinkedIn profile? Assign her assistant to do five minutes of research?
Suppose she’d opened with:
- “I see you offer copywriting services for solopreneurs. Maybe you could give a workshop for my clients.”
- “You emphasize storytelling. My clients want to sell with stories but they don’t know where to start! Could I introduce you to them?”
- “I’d like to promote your products as an affiliate. I’d like to ask you some questions first.’
Here’s the bottom line: Professionals are prepared.
They know their audience. They guard their time. They respect your time. They’ve done their homework before they reach out. They don’t show up hoping you’ll make the connection for them.
I see this all the time when I get podcast guest requests. People pitch talks about marketing for major brands—tech giants, soft drinks, sportswear. But my listeners run service-based businesses. They’re coaches, consultants and freelancers. They aren’t trying to be the next cola company. They’re trying to find clients, build trust, and sell their services in a crowded market.
If you want to connect, don’t make me do the work. Explain the connection. Tell me why you’re a good fit. I may get so enthused I’ll move you right in!
A manager I once knew had a favorite saying:
“Show up dressed and ready to play.”
We all got tired of hearing it. But he was right. Professionals are prepared and prepared people are winners.
If you want to be one of them, start with your story.
Get three stories ready—before you talk to your next prospect or client.
Download my ebook with directions and templates. Click here. Just $9 and you’ve got it.
Click here to get your copy.
