One Step at A Time
Ask for “chunks.” If you want to meet a buyer, don’t ask for 90 minutes, ask for 30. If the meeting goes well it can be extended or another can quickly follow, but the idea is to get the first meeting and make it easier to accept. If there are three behaviors causing a coaching client to be less effective, start with one of them, not all three together. Ask if you can use someone’s name with a referral, don’t demand they personally introduce you.
I once told a charity solicitor, “I can send you a check for $1,000, but if you insist on visiting me, I’ll give you only $500.” There was an awkward silence and I realized this person was in the wrong job.