1.2. How to do it
We have the information, the arguments and the contact, now what?
Well, at this point it is time to contact the prospect.
We will have to have warmed up the chair beforehand, with some mini conversations and things like that. So, we must take advantage of that situation. We have to try to bring up a topic of conversation that interests us, we must direct it to where we want: which is to make a call.
As we have already done research and obtained information about their pain points, we will have to study how we can solve their problem(s). This will be our letter. We will take advantage of these needs or pain points to approach them: we have the solution.
If we see that you are interested, we have already started our sales process.
1.2.1. First date
As we have mentioned in other chapters, it is important to know how we are going to make the first contact. That is:
Are we going to call him?
Is he or she going to call us?
Are we going to do a video call?
And if it is a video call, where are we going to make it?
All of this must be taken into account and planned in advance, so that it is left on a silver platter for SQL. Always, the more facilities, the better.
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2. COMMERCIAL ARGUMENTS
We have already arranged a business meeting, but what happens now?
Well, it is very similar to what was mentioned a few lines above. We must take into account:
1st. The information we have found out
2nd. The information we have obtained from him
3rd. What are we going to say?
