Back in the day, one could say to a prospect, “Tell me about your business…” And, most likely your prospect would happily share all the details you needed to know.
Today, of course, that question simply brands you as someone that hasn’t done their homework. Prospects today expect you to be knowledgeable – not just about your offering but about their business and their needs as well. It’s entirely possible to lose out on an opportunity just because you’re not up on the latest developments with your top prospects or your market.
More bleak news: The world moves very quickly and that means, unfortunately, existing customers or clients don’t always keep you informed about what’s going on with them. This is another potential loss of opportunity.