How do I get on the radar of people who actually don’t have time for new projects? Picture the daily schedule of a manager: booked out with meetings, packed with boring PowerPoint presentations, 250 e-mails, objectives, tasks. Their brain shuts off as soon as they receive messages that do NOT help solve problems.
What are the two success factors, which I focus on to get the attention of very busy people?
- Measurable benefit
- Everything that doesn’t cost too much additional effort
What is a measurable benefit? Measurable in money and time or emotionally noticeable. Taking the latter example—the problem is finally off the table, I am very relived. What doesn’t cost too much additional effort? Well, the schedules of decision-makers are usually already completely booked. For them it is a must, that I provide the necessary resources, because they don’t have time to manage another project themselves.
What do we learn from this?
If you want to score a consulting contract the day after tomorrow, the impact statement must convince within seconds. Busy potential customers want a financially and emotionally measurable benefit, without too much effort of their own.
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