Jen Abel: recommendation

Transcript context

…Okay. Okay, let's do it. I saw you shaking your head before you said it in case people are confused. Okay. Step two. Step two is basically running the intro call. Yes. Okay. This is the most important call out of all of them, okay? Because you are setting the tone with how they think about you, how they respect you in your role and your craft. And the information they will tell you on the first call, they will clam up moving forward because it starts to feel like a sales process. So all of the information edge you can gain as a seller is on this first call, okay? So keep it ... And this is what I like to do, super informal. Don't show them anything. Don't show them a demo. Don't show them slides. Focus on them. Have a one-on-one dialogue for 30 minutes, okay? Now again, if they're bringing in a C-suite executive, you better have your founder join that call as well. I don't know any founder that wouldn't want to be in the room with a Fortune 100 C-suite executive. So make sure you bring in your founder if you have that person on. But let's say you had the N minus one, you had the VP up. Okay, super brief, "Hey," and this is how I typically open, "Hey, I'm going to keep this super informal. I don't even know if we need a full 30 minutes." Put them on the back for like, "Oh, this person's not trying to take up my time." "All I would like to do is swap intros. And if it makes sense, we can always get on another call and go much, much deeper, but I just want to better understand who you are and I'd love to share what we are doing and why I specifically reached out to you." So I say, "Would you like to go first?" Always let them go first. Give yourself the edge, right? Because the more information you are receiving before you speak, the more you can frame it and tighten it to what they specifically care about. So- And they also aren't sitting there now listening to a pitch.…

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