One thing certain about this business is that no matter how long you've been doing it, there is always something new to learn. This week I recognized I needed to modify my initial approach with a prospective client, or perhaps better said, it's getting back to what I already knew. You can't approach every person the same way. Allow me to explain. People are either outgoing or introspective. They are usually either creative or analytical. They either like to control their environment or follow another's lead. They are either impatient or patient. You get the point. This week I met with a couple of people who are similar in their personalities.
Both are very successful businessmen and can be categorized as bottom-line oriented. They would not enjoy sitting still for a detailed, methodical presentation. Make it brief and get to the point, quickly. For many of us, this is not a revelation. We know different personalities require different approaches. But as an independent business owner, sometimes we get caught up in the myriad of duties we have and forget some basic but important principles.
