Being a thought leader in your particular industry and/or area of expertise can be an amazing way to develop awareness and leads in your market.
But there’s a time to act like a thought leader, and a time to act more like a reporter.
That is, listen and take notes rather than talk.
Throughout any sale, you’ll have to play several roles: listener, empathizer, reporter, expert, advisor, and leader. Playing the right role at the right time dramatically increases your chance of “doing it right” and having a shot at winning over a new client.
Doing it wrong, of course, means you’re forced to luck into a win.
Even if you’re a thought leader and genuine expert, keep in mind that that’s only one role you have to play with your clients during and after the sale.
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