The value proposition of your sales call is weak if all that your dream client can hope to gain is a chance for  you to introduce yourself and your services.

Your sales call’s value proposition is strong if your dream client gains ideas about how they might improve their business.

Your sales call’s value proposition is weak if your dream client can only look forward to hearing you pitch your product and your services.

Your sales call’s value proposition is strong if your dream client gets to share their business challenges with someone with the ability and desire to help them move their business forward.

Your sales call’s value proposition is weak if the most that you hope to do is “check in” and see if things have changed.

Your sales call’s value proposition is strong if your dream client will learn what they should expect from their strategic partner, risks that they need help avoiding, or opportunities they might be capitalizing on.

Your sales call’s value proposition is weak if it’s about product.

Your sales call’s value proposition is strong if it’s about outcomes.

Your sales call’s value proposition is weak if it is about you.

Your sales call’s value proposition is strong if it is about creating value for them.

Make sure when you ask your client to trade you their time that you are trading something of value.

Questions

Why should your dream client agree to meet with you?

Is your value proposition for the sales call compelling? How so?

Would you trade your time if you thought it would be wasted?

What does your client need to hear to be confident giving you their time?