In developing new customers, it's important to understand how power influences your efforts to convince prospects to do business with you. Any time you're in your customers' place of business or on their turf, you're at a major disadvantage. They have the power and the control to guide and direct what happens. A better idea is to get them on neutral turf, where you can interact as equals. The ideal situation is to get them on your turf, where you can direct the action and capture their complete attention.
Discuss techniques to get prospective customers away from their offices and onto neutral turf. Then explore ideas that can bring prospects onto your turf, where you are in the power position.
Dave is a master at forging relationships with new customers. One of his strategies is to do everything he can to get prospects onto neutral territory. When Dave has a special offer or a tantalizing deal, he invites prospects to join him for breakfast, coffee, lunch, or an afternoon break so he can have their total attention. When he can, he tries to get them to visit him at his office. This puts Dave in the power position. What are you doing to get your prospects on neutral territory so you can have an even chance to get them as new customers?
TAKEAWAY
When you're ready to make a great presentation,
invite prospects to meet you for a meal or coffee
to get them out of their familiar environments
and into your sphere of influence.