Articulate with speed!

I ran a workshop last month on sales conversations and pitching for business, and we discussed a challenge that many professionals face in client meetings. They spend the first 10–15 minutes trying to build rapport.  Small talk. Background. A bit of history about the firm. 

It’s useful certainly - you need to be liked and trust is paramount. 

But today’s clients are incredibly busy.   Their calendars are packed. Meetings run back-to-back. Attention is limited.

So the most effective professionals do something different.

They deliver value early.   They’ve done the research.   They understand the client’s world.
They arrive with a point of view, an insight, or an idea worth discussing.

And they articulate it quickly and clearly.

That’s what earns the right to a deeper conversation.  

Because the reality today is simple:  “Clients don’t have time to build rapport with strangers — they need to understand the value you can bring immediately.”