You finally got that prospect on the calendar.

You want to make a good impression.

But you don’t want to come on too strong.

Or worse, seem desperate for the work.

​

So you back off heading into the call.

I’ll just lean into building a personal rapport.

Keep it casual. See what’s on their mind.

The opportunity to help will reveal itself if it’s there.

​

30 minutes later, you might have waltzed by a few interesting nuggets.

But then time’s up.

It ends with the dreaded:

“Thank you for your time.”

And poof — another one falls through the sieve.

​

What if you had used that precious time to go deeper?

What if you had shown them something powerful to internalize and react to in real-time?

What if diving into substance allowed them to drop their guard and tell you what’s really going on?

​

It’s possible to add value and build trust on the first call.

But resting back on your honed skill of winging it will often fall flat.

Bring a prop like a Headshot that quietly-yet-loudly demonstrates your expertise.

And watch how deep you’ll go.

​

💡

-Wes

​

P.S. - Off next week + test audience volunteers

I’m off next week to soak up the last bit of summer and polish an upcoming talk.

Speaking of...if you missed yesterday, I’d love 1-2 more volunteers to offer feedback on a dry run of a new talk/workshop on Intellectual Headshots on Thursday Aug 28, 9am US Pacific (Noon ET).

Just reply “I’m in” and I’ll add you to the invite.

Otherwise, see you in September! 😎