¿Cuáles son las formas más efectivas de establecer una relación con un cliente potencial que tiene un tiempo limitado?

If you can articulate your clients pains more clearly then they can … they will naturally believe you have the solutions. Clients expect consultants to bring insights & value to them. Based on knowing them and knowing their world & challenges. Insight based sales is the most powerful form of sales. Bring insights to your client that help them look good, and achieve their goals - and they will naturally want to work with you. No one wants to work with another me too firm, with generic advice. Each client is an individual with goals and objectives. Our value must serve these and cut through.

Respect your client & their time. Don’t bury your lead - get to the point directly. What can you do for them, and what should they trust you. Lead with giving, and make it easy for your client to know how you can help. If you do, clients will know how you can help them directly, and can assess your value and whether they want to know more.

One other thing that works is to check in advance with them on what is their preferred mode of communication. Some prefer to chat over teams , while others are comfortable over a call. Some are prompt with an email, so getting that sorted will help consultants plan it out better

When initiating contact with a prospect, it's crucial to prioritize their time and availability. Respectfully inquire about their schedule, avoiding assumptions about immediate availability or lengthy discussions. Ask for a suitable time and duration for a conversation. If they're occupied, propose scheduling a call or meeting at their convenience. Once engaged in a conversation, remain adaptable to their pace and communication style. Avoid interruptions, maintain a balanced speaking pace, and refrain from using jargon or slang that might be unclear. Active listening is key—acknowledge their points, demonstrating a genuine interest in their perspective.

The client is always the hero of the story - not you. We are all ultimately self-centred, … so to grab headspace we have to speak to what our client and audience cares about. This needs to be the core and the lead of your message. Get to this point, and bring it to life for your client up-front. Speak in relatable human stories, focused around what your client needs. The goal of the first contact is to hook the client to want to hear more. Nothing more. So save all your points and examples, … just hook interest, and don’t overwhelm.

Ask questions seeking to learn, not seeking to sell. The goal is to listen and learn, so channel curiosity and seek to understand with open wide questions. When we listen we will hear everything we need to serve our clients. But the key step is we have to ask, and we have to give space to hear the answer, and we have to listen. If you are genuinely eager to understand and learn, this will come naturally.