You have to show the potential client that you understand the situation and the industry enough to solve the problem. The second biggest mistake speakers make often takes two different directions. First is focusing on the specific request without looking at any other factors, and not discerning where those factors fit in the overall picture. Second, speakers will focus too narrowly, at only the few solutions they provide. Redefine the need by asking broader questions.
Timing Being able to know when to push or to drop the issue is critical in creating new venues.
Sometimes you give all the details right away, and sometimes you plant seeds and let the idea blossom. Patience is the key here. Pushing the issue can seem like desperation, which cuts into credibility. Now on her own for the past two years, Marcia is willing to tell what really goes on with those purchasing decisions. Not from direct mail or phone calls.