know when to stop.
by ed mendlowitz
202 questions and answers
q. i usually give away too much info at a meeting to get a new client. we simply answer too many of their questions during the initial meeting.
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we don’t know how much info to give away, so the possible new client will get hooked and not take the information and run to somebody else. usually, somebody else is cheaper.
how do i find the right balance?
a. frank always complained to me that i did the same thing.
i don’t think i gave away too much info as i presented the impression that i was an “expert” in everything, which no one can be. that lessened my importance as someone who could handle his or her issues, reducing my own and my firm’s value.
after a time, i held back by saying that their question was something that peter or frank, or someone else from my firm, was expert in and would handle for them when (never say “if”) we are engaged.
one response to “telling prospects too much”
frank stitely
while this is always a balancing act, i suspect the real issue is not giving up too much expertise in the initial prospect meeting. i suspect the real problem lies elsewhere in the meeting. i have never lost a prospect because i was too much of an expert.