For the last 15 years, I have always ended meetings with prospects with something I call “Resource Positioning”.
“Resource Positioning”, in it’s simplest form, is an invitation for your prospect to utilize you as a resource.
Pretty basic stuff, right?
Not really . . . most people don’t do it and yet it can
– Encourage people to call you when they have questions
– Keep you top of mind
– Position you as an expert
And even keep doors open when you are rejected!
Here’s what I say:
“Mary (say this to someone named Dan and you might get your ass kicked) please feel free to consider me a resource and don’t ever hesitate to call me if I can ever provide you with answers, thoughts and ideas. And Mary, I want you to know that when you’re picking up the phone with one hand, you don’t have to have a check in the other hand. I love what I do and I’m always happy to help any way I can”
Obviously, you should tweak this to fit your style but just make sure you make it clear that they should never hesitate to call you.
Resource Positioning is about making it easy to leverage something we don’t always sell properly . . . YOU!
But wait, there’s more dude . . .
Don’t you dare use “Resource Positioning” exclusively in new business appointments!
How about during networking?
How about at the end of those “get to know you calls” with your Linkedin, Twitter and Facebook network?
How about using it somewhere in a “Thank You” note?
But wait, there’s still more . . .
This is a brilliant way to keep a door open when you lose a client or lose the opportunity with a prospect. I mean, its probably safe to say that they would feel funny calling you once they told you to hit the bricks, right? So why not kill that awkwardness right quick by leveraging the awesome power of “Resource Positioning”!
And perhaps its even a way cool way for me to end my blog today . . .
Please consider me a resource and reach out to me if I ever may be of help you and your organization . . . paul@yoursalesplaybook.com
Paul Castain works with both organizations and aspiring rock stars to help them achieve new levels of achievement! For more information send an email to paul@yoursalesplaybook.com And by all means hurry, we aren’t getting any younger you know!
Great advice Paul – especially the part about using it if you don’t win with a prospect or a client goes elsewhere. because you never know – they might decide that the grass wasn’t actually greener.
If you end a relationship by offering to be a resource and keep in touch (not in a salesy way) periodically (not in a stalker way) – you may just find that they come back somewhere down the road. Or they may offer your name up to someone else as a resource for them.
You just never know! Continuing the conversation and never closing that door is key!
Virtually Yours,
Anne-Marie
Great point Anne-Marie. Too many times we see that “No” as rather final or perhaps we just don’t know how to keep it alive long enough to get to a “Yes”
Thanks for stopping by Anne Marie!
You can call me Mary as long as you call me.
Part of what I do when I close with a new prospect is represent all the folks in my NRG Rochester B2B group, so I try to encourage all my prospects to attend a morning meeting to get their products in front of 22 established business professionals from 22 unique walks of life. This promotes me and the group. I always stress no strings attached and the worse that can happen is a cup of Tim Horton’s coffee and a sample of Tim Horton’s attempt at baking.
Ah my buddy “Herb” long time no see my friend!
What a great way to keep the door open. I think its key to have some fun with it like you do so people are comfortable enough to take us up on our offer.
Well stated!
Thanks for stopping by!
Welcome as always.
Welcome as always.
Another great post, Paul! Using resource positioning is helpful for both sides of the sales relationship. Like you stated, it can ease the situation out of a rejection, with class. I have found this to be extremely helpful in keeping a open line to someone who, for whatever reason isn’t in a position to take advantage of what I have to offer. I feel more confident in checking in on them for updates later on in the year. It really works well.
Thanks Patrick.
It certainly gives us opportunity to continue to court our prospects.
Thanks Patrick.
It certainly gives us opportunity to continue to court our prospects.
Paul, excellent advice. I have done this lots of times and when I leave a meeting/conversation this way, the prospect is always very impressed and appreciative that I am willing to do something for them without receiving anything in return.
It’s what separates us from the “salesy” guys.
So true Marc and a wonderful demonstration of that quality we call “being professional”
Thanks for stopping by!
Paul, excellent advice. I have done this lots of times and when I leave a meeting/conversation this way, the prospect is always very impressed and appreciative that I am willing to do something for them without receiving anything in return.
It’s what separates us from the “salesy” guys.
So true Marc and a wonderful demonstration of that quality we call “being professional”
Thanks for stopping by!
Very good information and I love the clip with Office Space! When we saw that actor in Hop I could only see him as the umm, yeah guy!
That’s too funny . . . I think that dude is branded for life.
Thanks Dawn!
Very good information and I love the clip with Office Space! When we saw that actor in Hop I could only see him as the umm, yeah guy!
Paul… great words for using this as a strategy….its fits with my favorite strategy: “The purpose of a conversation is to have another conversation”
Spoken like a true pro John . . . well stated my friend!
Thanks!
Paul… great words for using this as a strategy….its fits with my favorite strategy: “The purpose of a conversation is to have another conversation”
Spoken like a true pro John . . . well stated my friend!
Thanks!
Paul…great words to use … it fits with my favorite strategy: “The purpose of a conversation is to have another conversation”
Wow! This is such great advice! You are so inspiring! I have always considered myself a resource to all of my network. I end my emails and conversations with similiar words such as ” Please let me know how I can be a resource for you in the future”! I get calls from clients, family members and even old co-workers to connect them with people who can help them with a problem or project! I love it! Instead of using Google – my network “Calls Tiffany”! So if I can be a resource for any of the YourSalesPlaybook members – please don’t hesitate to call me!
Thanks Uncle Paul 🙂
Wow! This is such great advice! You are so inspiring! I have always considered myself a resource to all of my network. I end my emails and conversations with similiar words such as ” Please let me know how I can be a resource for you in the future”! I get calls from clients, family members and even old co-workers to connect them with people who can help them with a problem or project! I love it! Instead of using Google – my network “Calls Tiffany”! So if I can be a resource for any of the YourSalesPlaybook members – please don’t hesitate to call me!
Thanks Uncle Paul 🙂
Awesome advice, Paul. A business friend of mine has closed every phone call we’ve had together with a similar statement. It has kept him at the top of my mind to refer my clients and friends to because of his sincerity in wanting to help me.
Awesome advice, Paul. A business friend of mine has closed every phone call we’ve had together with a similar statement. It has kept him at the top of my mind to refer my clients and friends to because of his sincerity in wanting to help me.
That’s an excellent close to almost any conversation Paul. I think the key factor to remember (and you bring up quite often) is to be sincere. If you don’t “love what you do” perhaps you should start looking for something you CAN love.
That’s an excellent close to almost any conversation Paul. I think the key factor to remember (and you bring up quite often) is to be sincere. If you don’t “love what you do” perhaps you should start looking for something you CAN love.
Excellent post, Paul!! Makes great “sense” but it may not be “common”!
As a Wellness Coach & Navigator, this is definitely part of my message to my clients…but I think I can definitely make it more prominent in my networking conversations.
Thanks for the reminder!
Gail