Understand the Person You’re Speaking to When Selling

In the world of business, effective sales strategies don’t just rely on a slick pitch or compelling statistics—they depend on connection, understanding, and authenticity. One of the most common mistakes I see in sales outreach is an approach that feels impersonal and pushy. This often happens when the person pitching assumes they know what the recipient needs without taking the time to understand who they’re speaking to or what their business actually does. Let me share a recent example to illustrate this point.

Recently, I received a message from someone (in another group) offering a dropshipping opportunity. The message was well-crafted on the surface: it highlighted success stories, emphasized potential profit margins, and offered a seemingly low-risk entry into a new business model. But here’s the issue—it didn’t align with my business or needs in any way.

The initial pitch went like this:

> “Hello 👋, nice connecting with you. I would love to share an opportunity with you.

>Hi. I'm not accepting any new opportunities at the moment.

> Hi Deir, I completely understand your current position, but I wanted to share an opportunity that could potentially revolutionize your business. Our dropshipping model has already generated millions in sales for similar stores, with profit margins up to 30%.

What sets us apart:

Hand-picked, high-demand products

Automated order fulfillment

Dedicated customer support

Real-time tracking and analytics

This partnership requires minimal upfront costs and can seamlessly integrate with your existing operations. I'd love to discuss how our expertise can help take your business to the next level.”

On the surface, this sounds like an exciting opportunity, right? But here’s why it fell flat: it showed zero understanding of my business, my goals, and my current focus. It was a generic sales pitch designed to appeal to a broad audience, not to me specifically.

One of the main issues here is the assumption that the person on the receiving end would immediately find value in the offer. The sender wrote, “I completely understand your current position,” without asking a single question to learn about my business. This approach not only shows a lack of effort but also disrespects the recipient’s time and expertise.

If she truly understood my current position, she would know that:

I run an accounting and finance firm, focused on helping clients with tax planning, financial planning, and business strategy—not e-commerce.

2. I am not interested in self-employment opportunities that don’t align with the strategic vision of my business.

3. A pitch that offers to “revolutionize” my business without even knowing what I need is unlikely to land well.

This isn’t just a case of a mismatch—it’s an example of how misunderstanding or failing to understand your prospect can damage potential relationships before they even start.

So, what’s the solution? If you want to succeed in sales (or in any conversation, really), you need to understand the person you’re speaking to before presenting your pitch. Here are a few key steps to consider:

1. Ask Questions First: Instead of diving straight into your sales pitch, start by asking about the person’s business, their current challenges, and what they’re focused on. You might discover that they’re not in need of your services at all—or you might uncover a need that you hadn’t anticipated.

2. Tailor Your Approach: Generic pitches are rarely effective. Take the time to craft a message that speaks directly to the recipient’s business, industry, or pain points. It shows that you’ve done your research and that you value their time.

3. Be Respectful of Their Current Position: If someone tells you they’re not interested in new opportunities at the moment, respect that. If you genuinely believe your offer could be of value, it’s fine to express that—but don’t push. Leave the door open for a future conversation rather than trying to force the issue.

Had the person who reached out to me taken a different approach, the conversation might have gone differently. Imagine if they had said:

> “Hi Deir, I came across your business, Accuracy & Precision Management, and I’m impressed by the range of financial services you offer. I’d love to understand more about your current goals and see if there’s any way our expertise could support your vision. I know you mentioned you’re not currently seeking new opportunities, so I completely respect that—just wanted to open the door for a conversation whenever it might make sense for you.”

This approach is respectful, shows genuine interest, and keeps the door open without making assumptions.

The lesson here is simple: connection comes before conversion. Sales isn’t just about pushing a product or service; it’s about building relationships and finding solutions that genuinely fit the needs of the person you’re speaking to. If you focus on understanding your prospect first, your sales efforts will be far more effective, and you’ll build trust that can lead to long-term business relationships.

Remember, it’s not about what you’re selling—it’s about who you’re selling to. And that starts with understanding.

Thanks for reading!

P.S. Droppshippers, please stop messaging me. Thanks for thinking of me, but I'm good.👍

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