I’ve just read Paul Boross’ book The Pitching Bible.
Once again, the concept of having conversations comes up, in this case in the context of pitching for business.
I’ve been in more pitches for PR business than I care to count, and I’ve been on the receiving end of plenty as well. Few ended up being conversations, and the ones that were most successful, and indeed which led to the longest relationships (both as a pitcher, and as a receiver) were those that were closest to being conversations. One of two literally were conversations, which morphed almost imperceptibly into strategy discussions, and from there into business.
Paul also talks about how, by being in the room with a prospective client, that prospect has already made an investment in hearing what you have to say, and has already done his background research. Don’t waste his time or yours restating stuff he already knows – which brings you back to having a conversation.
Let me add my own observation here: use these conversations to add value. It’s a good start to what will hopefully be a long and beautiful relationship.