When meeting with a client where it’s important to recommend a course of action, be sure to show your homework. Your due diligence illustrates forethought and respect.
It also shows that you have put considerable effort into understanding their business and have earned the right to make recommendations. Often salespeople come to a meeting without the correct level of homework completed, therefore their ideas are viewed skeptically versus relationally.
Don’t give into the excuses for not doing homework…”I don’t have time,” or “I know enough about what I need to know already.”
Try presenting your homework and notice your client’s engagement. You will create a level of trust that then gives you the status of adviser, rather than salesperson…which will lead to more sales! Let me know how it goes.