It just wasn’t working. No matter how hard Mitchell tried, when he called a target customer, it would get turned down. But, upon reflection and a turn of approach, he started landing appointments. And bookings.
“All it took was to make my call about them,” Mitchell related to me recently. “then the appointments followed. And so did business.”
Mitchell is Mitchell Patton of PE Images. Mitchell and I meet once a month as a part of the North Dallas Chamber’s Young Professionals’ mentorship program. During one lunch last year, we discussed how he was engaging prospects and booking business. At one point in the discussion, we came to the realization that the calls weren’t about the client, they were about him.
“The next time I made an appointment I made a point of asking my prospect if I could come talk about them,” Mitchell related. “When we got to the location, we stayed on that tact. We made a point of asking about their business, volumes, types of customers and so on. We didn’t talk about us until they asked.”
“And even then we made the point of only answering their specific question and not shifting into ‘sales mode,'” Mitchell said.
It happened more than once. It has really transformed his business. Living proof that “it’s not about you” when you are out networking or building your business.
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