Your Obligation to Become One-Up

When you ask a prospective client for a meeting, you are asking them to provide you with their single, non-renewable commodity: their time. The single reason your contacts say no to a request for a meeting is that they believe it is a waste of their time. But it’s also true that when a contact says yes to a meeting, they do so with the expectation that your conversation is going to benefit them, or why else would they agree to the meeting.

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