I met a businesswoman for coffee recently so that she could tell me about her company. I noticed myself turning off fairly soon into the conversation. Here’s a short list of things that contributed to the disconnect. I offer them in the hopes that you and I will never find ourselves guilty of these misdemeanors of etiquette.
- Don’t apologize for being tired.
- Do know about your prospect’s business. This woman had not looked at my website and was surprised when I told her what I might want her services for.
- Do know about your own clients. When I pointed to someone’s logo in the company’s client roster and inquired about what they do, she didn’t know explaining she was on the sales side of the business.
- Don’t do a PowerPoint presentation where you read word for word what the slides say. What’s the point?
- Don’t pass out a stack of your cards and ask for referrals before you’ve signed the business or done any work that satisfies the prospect.
- Do pick up the check. (She did.)