“Everybody knows that the flow of discovery meetings is the constraint on their business.” So states Chris Beall, CEO of ConnectAndSell, as he and Corey Frank, our two Market Dominance Guys, continue their interview with Matthew Forbes, Head of Strategic Accounts at ConnectAndSell. Together, they explore the epiphany that is behind Matt’s recent 4-times uptick in his call-to-meeting ratio. So, what is it that increased that flow for Matt recently, and how can others adopt what he learned so that they too can increase the number of meetings they set?
“I think we let people off the hook,” Matt says, “because they’re busy.” It’s second-nature to get apologetic or back down when the prospect starts making noises like, “Not now” or “Call back later.” But Matt’s epiphany about his true belief in the value of the discovery meeting and in the value of ConnectAndSell for the person he’s talking to, has changed the way he delivers his message. “You’ve got to have the right words, but the words only get you so far.” As Matt explains, if you truly believe in what you’re offering, your tone of voice will communicate that belief. As you’ll hear in this week’s Market Dominance Guys’ episode, “This Is What Makes All the Difference.”