Pitching without offendingQuestion How do you approach a consulting prospect who needs help and pitch your services without offending them?
Answer The best way to pitch your professional services without offending is to find out what they think about their situation first. Attempt to determine how serious they think their challenges are. Then base your response on what they tell you.
As a marketer of business services, you have solutions looking for problems. But from the client's perspectives, it's problems first, then solutions. You may have the answer to your prospect's problems, but they won't buy until they believe they need help. Your very first job is not to deliver solutions, but to find the problem, get it acknowledged and a solution desired. 
Brain Trust contributor:
Author of Marketing Creative Services On-line, Self-Promotion On-line and her newest, Stop Pushing Me Around
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