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It was unbelievable the difference it made in each conversation. There was an honest connection made with every meeting planner I spoke to, like I hadn’t experienced on projects prior to that one. Mind you I was still quite “green” at the time and had very little experience in Lead Generation.
So it was quite literally the perfect way for me to learn exactly how I wanted to handle each prospecting call going forward. It also helped me feel at ease with the people I was speaking with, I didn’t feel like I was going into the call “blind”.
All of a sudden I was more comfortable on each call. I had planners telling me how it was such a refreshing change to have someone show that kind of initiative. How they appreciated that I had taken the time to research what the organization was about and the details of their meetings & events. It made them feel like I thought they were important enough to take the extra time.
I remember speaking with this one lady in particular; who was so impressed that I had gone the extra distance. She told me that normally she planned her events 2 years out but wanted a call back even sooner because I made her feel important.
Such a simple thing like taking a few minutes to look at the companies’ website, follow the links to their events page, gather the details of their conferences or AGM and just being a little bit more prepared for each call.
You know what they say…
"Do unto others"…People want to know they matter and they want you to…
- Be polite
- Engage
- Recognize/ Retrieve (background information)
- Empathize
- Acknowledge/Ascertain (that information is correct/don’t assume)
- Listen
