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Coach
So coffee or lunch feels awkward. What doesn’t feel awkward?
You just asked about podcasts or books, so I’ll assume that’s something you’re into. Send a podcast or book recommendation that you think your client will find helpful. Follow up in a month or two and ask if they’ve had a chance to check it out. Set up a call to discuss.
That’s just a made up example, but idea is to connect in a way that feels genuine and authentic to you. I don’t golf, so I don’t take clients out for golf. You don’t have to do lunches or coffee. Do whatever feels like you.
OP , you are not alone - many in this industry are introverted . I am as well - just that I learned to work with it .
There are a few things that have worked for me along the way that you can try and see if it helps
1. Get a warm intro from one of the controllers you know to their boss - and see if the three of you can get a coffee together . Don't sell anything right from first meeting . Build on that and get to know the senior client and understand their world . At some point you will have a solution for their problem and you can offer it without stressing out .
2. Read their earnings closely for the last few quarters and see if there are themes you can spot . Maybe their working capital situation is not great and you can help with improving that . You can offer your thoughts and see if it is of interest . Everyone likes people who has thoughtful ideas to present .
Good luck !
Find out what they care about. If you find out their kids love something, or about some KPI they have, and you can add some opportunity there- that’s part of it. First, listen to them or ask someone else that works with them what makes theM fired up.