In any sales environment – whether it’s:
• An intro call
• First few DM messages
• The first 15 minutes of a discovery call
• Talking to existing clients…
Don’t push content without permission.
We’re not even talking about pitching yet.
Avoid educating until the other person explicitly asks for your insight. I used to think sharing information early would help, but it actually turned prospects away.
Instead:
Ask for permission (to share insights and, yes, to make an offer) and build trust.
• “Would you like to see our process to solve this?”
• “Does it make sense to explore how we could work together?”
No one likes being pushed.
Everyone appreciates being empowered.