Quantum Ventures Studio

Believe it or not, people often forget to ask for what they need.

If a person is investing time with you, even a minute or two. Be sure to ask them for what you need from them.

You might need their advice, their time, their money, an introduction, or something else. Know what you need before you start talking to them and be ready to ask.

Ideally, you would know something about what motivates and excites the listener, if you don't know the listener, focus on what excites you.

Keep it brief and to the point, for example. 

When Steve Jobs was recruiting John Scully to Apple he said, “do you want to sell sugar water for the rest of your life or do you want to come with me and change the world?” He was working for Pepsi at the time, I believe.

The line may not motivate you, but it worked for John Scully.

Another thing to keep in mind is something that top sales professionals know to be true, never give the same pitch twice.

Even two people from the same family might have different motivations around the same opportunity.

So don't simply use the same call to action for two different people. Understand the differences between each and customize as needed.

In 20 words or less, what will you say to someone from whom you need their money, advice, or other commitment? Put the ask now!