In sales you need to know your aim, cold. Here’s the acronym AIM I created to help.
Audience – know your audience and their needs. What do they care about?
Intent – focus on the purpose (the intent) of your activities more than a desired result – if you’re out to “get something” that will show. A better intent may be to “see if you can help, or not.”
Message – be clear on the problem you solve for them and what they should do about it
When your aim is off, things don’t go well.
When your aim is on, things go much better.
It is really very simple – not always easy – but very simple.