<aside> <img src="/icons/info-alternate_blue.svg" alt="/icons/info-alternate_blue.svg" width="40px" /> Below is a step by step guide on how to make the most of a 20 minute introductory meeting or call. Remember though, no size fits all - instead, you should adjust your approach depending who you talk to and depending on how the first part of your conversation goes!
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1) Introduction. Introduce yourself and also give them the space to introduce themselves and who they are. This is a meeting, not just a pitch. You want to make it a conversation early on, they may be interested in you before the meeting and may even want to pitch to you as well! You never know exactly what to expect, so have your mind and ears open!
2) Introduce your company/organisation and its solutions: this is where you get them excited about your company and solution: why it is great and how it stands out.
3) Calmly invite them to ask questions and sense their excitement & 'appetite' for it.
4) Choose how to proceed from 3 two alternatives: tweak the rest of your conversation/pitch based on what you have heard & sensed in steps 1) and 2).
▶️ a) listen more, dig deeper: (when your counterpart is engaged and proactive) into what they said and understanding their problems that you can solve. In this case you close with focus on setting up a follow up call during which you can present tailored materials
▶️ b) Soft pitch for you ask (when your counterpart is engaged but somewhat passive/looking to you for guidance): In this scenario you are more directive, leading them: Tell them your ask and how you see yourselves working together? Do not try to close a deal in this first 20 min meeting – that’s why this is the soft pitch – instead, make sure you have a clear follow up set up to “discuss details” within 2-4 weeks to discuss further.
▶️ c) pivot to asking for referrals: If your audience member is not even a stretch target, see what else you can do for each other e.g. introductions (pivot to “do you know ‘X type of stakeholders’? If YES: Ask them: 'Do you think they might be interested in your company?'. If NO, finish with an ask for advice “Do you have any advice on #mention specific aspect# of my company?”