If there is one thing I have learned from surviving thousands of business calls on prospects and customers, it is the value in always being prepared. There is simply no excuse for going into a meeting without knowing all you can about the person you are meeting with and their business.
I take that approach with each and every speaking engagement I agree to. I want to know all about the event and those in attendance. I want to know their business…what are the challenges, what are the opportunities…
It means knowing the demographics of who will be in front of me. Am I at an awards trip conference or an annual meeting? All these things matter to me. Knowing my audience and being prepared is a recipe that has served me well for a long time. It still works…..it might even be a part of my presentation!
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