Always Leave Them Wanting More
Ultimately, I think courting prospects is a matter of psychology. When prospects enjoy your company and respect your expertise, you will find that you are naturally on track for developing a long-term relationship with them. The trick is getting them to enjoy your company and respect your expertise.
One way to be sure you are creating a pleasant experience is to avoid overextending your stay. In fact, many successful rainmakers I know make a point of cutting off meetings a few minutes earlier than the allotted time they have scheduled.
When possible, try to end your meetings on a high note. Stress the positive; emphasize what can happen next. By doing this, you will create a pleasant experience and leave your prospects ...
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