Page 60 - engage workbook

Ideas, insights, experiences shared and contacts are the most commonly expressed
desired results. In every conversation, these can be shared and they represent tangible
value to buyers. Many consultants / salespeople seriously underestimate the value that video
can come from an open conversation with a like-minded, knowledgeable professional.

Learn
Challenge
Requesting a conversation

Consider the following two approaches from Y and Z. Which meeting would you agree to?

Example 1 Example 2

Dear X Dear X

My name is Y, I’m a […] specialist My name is Z from ABC and I was
from ABC, one of the world’s [largest; wondering if you would be interested
leading; best-known; specialist; in spending an hour with me talking
oldest] providers of […]. about the current market conditions
and how your business is adapting.
I enclose a brochure outlining our
capabilities and I would like to meet at Whilst I suspect that I may gain more
your convenience to explain how our from our conversation, I also hope you
world-class solutions can help grow will benefit from my sharing insights
your business. of what others are doing to adapt, so
that you walk away with some new
Please let me know when you are ideas, or contacts of people to talk to,
available, I can meet at any time that that will be of immediate use.
suits you.
If you think this might prove a good
Regards, use of your time, please let me know
a convenient time for us to meet.
Y
Regards,

Z

Note how in the first example there is an implied assumption that as we are the largest;
leading; best-known; or specialist provider, we have views and solutions that you will
want to hear. This hints at confirmation bias (see section 6) and a degree of disinterest,
self-interest (see section 4) and arrogance.

55 engage-universe.com