You have been eyeing up this girl called Anne for a long time… opps…  I mean you have been targeting this prospective client - Associated News NEtwork (ANNE) - for a long time.

No matter what you have done, up until now she really has not noticed you… um… no matter how many times you have called you have not been put through to the head of all corporate buying decisions.

Then one day you find out that the sister of your best friend is really good friends with this girl of your dreams… actually… you find out that your best customer is a strategic partner of ANNE and knows the head of all corporate buying decisions very well.

With a little hesitation you approach the sister of your best friend and she agrees to talk to Anne to see if she can set up a date… kindly… your best customer agreed to talk to the head of all corporate buying at ANNE and put in a good word for you.

After a little deliberation Anne agreed to a blind date and will meet you in this new swanky restaurant in town… incredibly… the head of all corporate buying has decided to meet with you as the recommendation from your best customer was very compelling.

With a lot of excitement you make your way to the swanky restaurant and during the journey you try and figure out a way to impress the girl of your dreams… thoughtfully… you plan for the meeting with the head of all corporate buying knowing that you only have one chance to make a first impression.

You arrive at the restaurant to find Ann already there and she gives you a nice warm smile that makes your heart flutter with joy… excitedly… you arrive to see the head of all corporate buying knowing the time to impress is near and you are immediately shown to her office where she welcomes you with a warm smile.

Soon, you are both shown to the best table in the swanky restaurant and you take the time to introduce yourself while starting to sum up the courage to impress… apprehensively… you walk to the meeting table in this large imposing office and you introduce yourself knowing the time is nigh.

You compliment Anne on the dress she is wearing that fits so well with her warm smile… unassumingly… you compliment the head of all corporate buying on the tastefulness of the office decor.

Anne gives you another warm smile and you ask her how her day has been… unimpassioned… the head of all corporate buying thanks you for the compliment and sits back waiting for you to impress.

Having found out that Anne works with disadvantaged children you ask her what she would do if she found a magic lamp and was the recipient of the incumbent genie’s three wishes… enthusiastically… you begin to tell the head of all corporate buying about the company for whom you work and how they are the market leader for widgets.

Taking the time to actively listen to the heartfelt emotions behind the three wishes allows you to ask many thoughtful and intelligent questions about Anne’s values, beliefs and experiences… oblivious… to the signs emanating from the non verbal behaviour of the head of all corporate buying you continue to talk enthusiastically about the achievements of your company and what you could do for Associated News NEtwork.

Anne is impressed with the interest you have shown, enchanted with the thoughtfulness of your questions and altogether has had a delightful evening, which is why she gives you her number so you can arrange the next date… devastated… you fail to understand why the head of all corporate buying is showing little interest and you seem to be completely perplexed when after having shown her your client list she likens it to a list of sexual conquests that you are asking her to join!

The morale of the story… If you want to impress your prospective client… what are you going to talk about… you or them?

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