Pre-qualify your prospects by asking them if they are in a position to make a commitment for your services — provided, of course, you can demonstrate a cost-efficient method for solving their problems. Don’t be hesitant to insist that you meet directly with the decision makers. Spending time with guards to the palace gate is wasting your time and theirs. Also, you can’t depend on these people to present your ideas correctly. Remember, kings only meet with kings.
Until next time.