Initiate: Win Them at Hello with a Purposeful Start

“It would be interesting to find out what goes on in that moment when someone looks at you and draws all sorts of conclusions.”

—MALCOLM GLADWELL, author

After Waiting, you are ready to connect with your buyer—the actual start of the two-way conversation. Yet keep in mind that quickly moving into a sales pitch (or any business conversation) can create a “Hold on!” response from the buyer that ends the conversation before it really gets started. Instead, engage the buyer in a conversation focused on Them—with a purposeful start.

The Initiate step of WIIFT opens the door to a value-filled conversation that connects you with buyers to build trust, break their preoccupation with other matters, and earn the right for you to ask questions. Purposely Initiating your conversation ensures that this conversation will count for both of you. These are the first moments that determine much of the value for the rest of that conversation.