CHAPTER 9
ASK
YOU’VE WOOED AND COURTED WITH – IT’S TIME TO GO FOR THE KISS
Before you leave the meeting there’s one thing you need to do …
ASK. Ask for the business or the order.
You’ve targeted, you’ve connected, you’ve met – now it’s time for the final step in the model.
Earlier on I said that following up after networking was the thing that the vast majority of people hate in the business development process. I lied.
It’s asking that people hate the most; loathe and detest, even.
And whenever I ask people why they find this the most hated aspect, the answer is always that they fear rejection: that big fat, loud, all-consuming ‘No’.
In this chapter we are going to look at how you should ask, when you should ask and why you should ask, as well ...
