What's Your Focus?

When you approach a prospect with a new project, you have a very limited amount of time to convince them that your product or service is a worthy investment of their time and money. For this reason, it’s vital that you decide ahead of time what you’re going to focus the conversation on. You can introduce your product or service in terms of its features, benefits, and/or value. Which of these should you focus on? Which of these is most likely to capture the attention of your prospect? Let’s use an energy management system as an example: