Have you ever heard of the Rule of 5? Last month, in the Wall Street Journal, columnist Andy Kessler asserted that five is the exact number of meetings you need to close any deal. I think this is right (or pretty close) when it comes to closing corporate partnership pacts.
The article was short - and the WSJ has a serious paywall - so here's a summary.
1. First Meeting: Sniff Test. This is the meeting where you get to know one another. Two important points here. First, don't sell. Second, find some point of identification. After all, people eventually buy from people they know, like and trust.
2. Second Meeting: Story Time. Tell stories about your organization, partnership program and what you're up to. Build attention and interest. People love stories so tell them a good one - just make sure it's true!
3. Third Meeting: Prove It. For this meeting…Read More