A sales trainer explains how to book more meetings by making every pitch relevant. Research your prospect's current work, reference it specifically, and ask for just 15-20 minutes. Shorter, targeted conversations get more yeses than generic longer ones.
So relevancy is about me being respectful for somebody's time, asking for say 15 or 20 minutes. The other point of being relevant is being researched. And that is spending time, and that leads us to the I of invest in DRI, invest. The relevancy, a lot of it is your investment in your time in knowing who you're calling on, why you're calling on them, assuming what some of their pain points are, and those types of things. Mentioning things they're doing now, try to sell them marketing solutions for what they're doing right now, and that leads into a bigger conversation. See, a lot of us, what we do is we want to have big conversations. I get it, so do I. But typically, smaller conversations that are highly relevant, that are in drive, typically you're going to book more meetings that way. You're going to have shorter meetings. People are going to pay more attention because you're highly relevant to them.
