I have numerous conversations with companies looking to hire a speaker for their sales kickoffs.
As part of the selection process, many people ask for references, but here’s the thing;
I won’t share references until the RIGHT time
Sounds kind of dickish, right?
Perhaps, but stay with me.
Truth be told, I have stellar references, I mean who’s going to give someone a sh*tty reference?
I have nothing to hide, in fact, I’m one of the few people in my space who has the balls to use full names in the testimonials on my website but;
When it comes to references, you’re not getting them until we’re BOTH ready to make the decision, NOT at the fact finding stage.
Note: Did you notice how I said “We’re both ready to make the decision”? That’s a reminder to you that YOU also get to decide if your prospect is a good fit. Decisions work both ways.
So why won’t I provide references until we’re all ready to make a decision?
Because its disrespectful of my reference client’s time, to receive a bunch of calls from people who are just gathering facts, and who AREN’T ready to make a decision.
I’m not a fan of interrupting someone’s day until it’s absolutely necessary!
It’s also not a good use of your time if you’re not at the decision stage and;
Quite selfishly, its not a good use of my time.
How would that be a poor use of my time when all I have to do is email you a word doc?
Because there’s more to it than that.
I’m going to reach out to my references first, and;
a) Give them a courtesy call to let them know they’re getting a call.
b) Make sure its still OK.
Time out! And while my client might still love the work I’m doing for them, they might be at a point where they just don’t want to be bothered with these reference calls.
Note: (and feel free to say “duh”) This is why I have a master list of about 25 people who have agreed to serve as references. Otherwise, if I only have the standard three, those three are going to get sick of all the calls at some point.
I also think it sends a message to the reference if they’re always getting calls;
Am I this guy’s only reference?
Probably not the best impression to make on your client, no?
One more thing . . .
Like anything else in sales (and in life) its all in how you communicate the message.
Communicate it the right way, and you not only respect everyone’s time, you;
Gently set barriers and meet “conditions” with a few subtle conditions of your own.
Sales is a two way street, a “courtship” of equals.
Call me crazy, but its that type of courtship that typically leads to a much better marriage!
HOW TO DOMINATE IN A COMPETITIVE MARKETPLACE
Join us for our How To Close MORE Deals webinar on March 19th!
Join us and gain access to the following;
- 30 ways to find buyers with a much higher degree of urgency to do the deal NOW!
- How to get the right players to your meetings… my definition of the “right players” might surprise you.
- How to establish your authority … BEFORE you even have your first meeting with your prospect. How to set the rules of engagement and outfox your competitors during highly competitive situations.
- 9 “Insurance Policies” you MUST take out with EVERY prospect!
- 10 forms of “evidence” that reduce doubt, skepticism and objections.
- How to create a higher degree of urgency during the “courtship” and how to ask for the business WITHOUT any of those cheesy “closing lines”!
- How to handle the price objection WITHOUT giving away the store and how to handle stalls like “I need to think it over” and “I need to run this by my boss”. And just for sh*ts and giggles, we might as well show you what to do when you think you’ve been ghosted.
- How to position yourself for a “second chance” when you lose a deal!
When?
Thursday, March 19th, from 11:30 am – 12:30 pm EST. Can’t join us live? Sign up anyway and I’ll send you the webinar replay and all the resources listed below.
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(1) 60 Minute Webinar Packed With Actionable Tips.
Webinar Replay (Sent Later That Day)
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$99
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