This is a crucial part of the selling process.
Our definition would not work well in a dictionary but here it is: Predisposition is EVERYTHING you can do to make the visit NOT a COLD CALL.
We all know what a ‘cold call’ is… so what can we do to make it NOT a cold call? It includes your strategy to secure the visit but it’s much more than that.. it’s about setting the total CONTEXT and the STORY for the visit / ask.
Effective predisposition accelerates the entire sales cycle.
Predisposition happens before, during and after the visit. We predispose them to our phone call to set up the visit … we predispose to the visit/presentation itself … and yes, we even predispose to the follow-up!
The word PREDISPOSE means to make someone inclined, in advance, to a specific action or attitude. You need to be predisposing potential investors:
- To expect your contact,
- To look forward to visiting with you about your amazing organization,
- About your goals for the visit and how much time you need,
- About when to expect your follow up and what you will be communicating in your follow up.
Reminder: Predisposition is not the same as cultivation and the ball is always in your court!