Effective Qualifying Conversations and Timing:

Zvone discussed the importance of understanding different market segments, including warm and close markets. He emphasized the need for effective qualifying conversations, suggesting that leading with a business and lifestyle approach can be more effective than discussing health issues. Zvone also shared his experiences with timing in these conversations, noting that jumping into a pitch too quickly can be off-putting. He suggested waiting a day or two before following up with a contact, reminding them of their previous conversation and referring back to their expressed interests. Michael agreed with Zvone’s points, emphasizing the importance of timing and the need to avoid coming across as pushy or manipulative.

Remembering Conversations for Business Success:

Michael and Zvone discussed the importance of acknowledging and remembering the previous conversation with a prospect. Zvone shared his experience of using this technique, which he learned from a book, and how it significantly improved his business. Michael emphasized the rarity of this approach in society and business, and how it can create a deep connection with the prospect. They also discussed the importance of preparation before making an offer to a prospect.

Building Relationships in Sales and Marketing:

Michael and Zvone discussed the importance of building relationships and the need for careful preparation in sales and marketing. They emphasized that it’s not about the compensation plan or products, but about the relationship with the potential client. They also highlighted the importance of valuing potential relationships and not resorting to drive-by prospecting or spamming. Michael suggested that cultivating relationships is like tilling the soil and planting seeds, requiring care and consideration. Zvone agreed, noting that it’s better to cultivate a few relationships deeply rather than talking to many people superficially. They ended the conversation by expressing a desire to delve deeper into these topics in future discussions.