Every time I’m faced with a brand new prospect, I ask myself one question: “Who (that I care deeply about) does this person remind me of?”
I then picture a dear friend or family member and think about how I’d bend over backwards to try and help them with their business or career. I’d be kind and patient; asking all sorts of questions to really gain a clear understanding of their wants, needs and fears.
I wouldn’t think of making any suggestions until I was really comfortable that my solution(s) were going to be in their best interests.
This one little “trick” has helped me tremendously. Other people have often complimented me for my desire to truly help them (even if I recommended that my company wasn’t the best fit for them). I’d rather get that second phone call, after their situation changes!
I hope this helps you help more people!