One Business Per Conversation
Talk about only one of your offers in a sales conversation; adding weaker offers makes the main one look smaller.
Lab experiments show that adding a mild positive item to a strong one lowers the overall rating, but these were not sales meetings, so the exact effect in a call is assumed.
Why it works
Listeners tend to average what they hear rather than add it up. A strong recruitment offer plus a website service plus consulting reads as a firm that does a bit of everything, and none of it well.
How to do it
- Decide before the call which one business this conversation is about.
- Leave the other offers out of your intro, slides and visiting card for this meeting.
- If they ask what else you do, give one line and come back.
- Use a different card or profile for each business if you can.
- Mention another offer only in a later conversation, once the first is won.
What to say
Today I'd like to talk only about your field hiring.
We do a couple of other things, but that's for another day. Back to your Indore roles.
Avoid
Ending a good meeting with: and we also do websites and consulting. It undoes the focus you just built.
Example
Rajesh met a Lucknow agri-input company and spoke only about filling their sales roles. Six months later, after three placements, the MD asked whether he knew anyone who built websites. Then he mentioned his other business.
Practise it
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