What I’m about to say might convince you that I’ve completely lost it or at the very least became one with too many shots of Jose Cuervo this weekend but here goes anyway.
When someone approaches you and they are ready to buy, right now provided you can address their needs, its not always a great thing.
It’s not always a great thing because someone else might have educated them and helped them set the criteria . . .
In a way that serves them and forces you to play a defensive game.
Don’t get me wrong . . . I love when people are ready to buy now but . . .
I like it when I have a chance to court them a bit first.
This way I can demonstrate my expertise.
Educate them on how to best select their training/coaching partner.
Maybe even have a few inexpensive “dates” that provide a low risk for my potential client.
But when someone gets to them first, I find it changes the dynamic dramatically.
Reason #1000 why you see me continually showing up through my blog, my podcasts, my videos, my linkedin group, my participation on Linkedin, Twitter, Facebook and Google+
How are you doing in the “showing up” department these days?
I just think there’s tremendous value in having a little time together BEFORE they are ready to buy.
I find I get almost no objections and I have someone who is not only ready to buy now . . .
They are ready to buy from me . . . right now!
Your turn . . .
Do you agree with this philosophy of having some time BEFORE the “now”? I’d also like to hear from some of you to find out how you are creating your “courtships” BEFORE the now.
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I cannot agree more Paul, not only does it set you up for a solid sale with no come backs, it also puts you into a position for long-term repeat sales.
I agree and great point about long term repeat sales.
Thanks Jeff!
Paul, I’m always a little bit suspicious of those who are in a hurry to buy. My business requires some due diligence in order to “qualify” the customer. Basically, do they have the ability to do business with us. Our business requires us to provide service before being paid. It is important that both parties participate in a sort of courtship to ensure it’s a good fit. Thanks for your post.
And thank YOU Brian!
We can all become guilty of forgetting that as much as a potential client will stare across the table and judge us . . . we’re allowed to do the same.
Its a marriage and both parties need to feel the love or it simply isn’t going to work!
Thanks again!
Hi Paul,
I completely agree. Without the love there is no commitment. My first lesson learned in sales. If a client is easy to get, they are equally as easy to lose.
Have a Rock Solid Monday!
Well said Shelly!
Thank you!
Hey Paul,
Terrific point! You can call me a control freak (cuz I am), but when it comes from left field, out of the blue, my “spidey senses” tell me there’s a good chance I might behind the eight ball, and the situation requires some further investigating.
I’ve seen too many newbies get so excited, and blindly jump through all kinds of hoops to just end up making a stronger case for the competition, and handing them the sale on a silver platter…
When seeking out clients I like to find out if this is the type of person I want to work with. (It may sound picky, but I expect to have a long term relationship and want to invest my time and sanity wisely). I agree with your “inexpensive dates” where you can give them a taste of what you offer, and also get their feedback. This gives you a better idea of how far you want to take the “courtship”.
(BTW, Jose Cuervo is the only libation fit to fuel the creative juices of Rock Stars!)
Salud amigo!
Marie
Excellent point about Jose Cuervo Marie and your other points were good too 🙂
Seriously, this courtship is necessary and leads to longer (and even lifelong) marriages!
Thanks for taking the time to stop by and contribute Marie!
Paul,
I recently had some new business come in from a prospect I’d been calling on for 2 years. All of a sudden they want to try new suppliers and are willing to use whatever we have available. As Marie mentioned, my “spidey senses” told me something was up. We did our due diligence and checked their credit but over 60 days later are still waiting to get paid. I had a gut feeling on it but how to bring it up without offending a client at order time that may not be out of money?
Great point and great question Tom.
I’ve had scenarios that are similar and I tend to be rather direct (while respectful) and ask something like “Thanks for the opportunity _________ As you know, I have been reaching out to you for a few years and was curious as to what prompted you to want to give us a try?”
I doubt someone will come right out and tell you “Its because I want to have someone I can string along with payments” but you might get additional insights (gut feelings too) that might bring you to the point where you might respectfully pass.
At the very least it sends a nice message to the new client that you sense something.
Thanks Tom!
Paul,
I am wondering if i am missing something…. I like the ready to buy now scenarios very much. usually this develops because of something i have done in the past… people usually don’t show up unannounced… i either courted them before or they were referred to me… let’s say though, this guest showed up uninvited… found me in a phone book.. called and said they wanted to order. I have always found this to be a great opportunity becuase I have found that usually my competition has done a piss poor job selling to the client -0reviously, that it is indeed easier for me to make sale after i have quickly brought them up to speed on my product/service, and exp[lained how wonderful my company was etc…. They already had a frame of reference of my competition, so a little prodding and prying to find out what they know, and use that info to my advantage seems to do well by me… am i odd?
I think the situation you outlined is just fine and I’m happy to take on a client that way or by having a chance to get to them first.
The unfortunate part of the situation you outlined is that it doesn’t always play out like that.
Sometimes they have false expectations of price, service, program specifics etc. Or they hired a consultant to create an RFP with ridiculous requirements that make zero sense.
And no, you aren’t odd . . . I wrote the book on odd 🙂
Thanks again Michael!
Paul,
I agree for slightly different reasons. I sell to retailers. I can’t sell them all because of distribution concerns. Primarily because of their needs for margin which is influenced by distribution. I need the honeymoon period to decide if this is the right fit for both of us. Happy Independence Day! Keep up the great work!
Pete
Awesome post Paul! Showing up everyday is critical, but it does take time and effort as you very well know. But at the end of the day, your presence increases your exposure, and people become more and more comfortable with your message. I would say it has being going quite well for you! 🙂
I would be hard pressed to find others who show up as often, and as consistently in as many places as you do! That comfort obviously leads to the logical next step of people feeling good about buying from you. Great job!
Hello Paul — I agree, it’s good to get to know each other; understand the need your clients are looking to fill/solve. We find value in stepping back and discussing the organiztion, where they have been and are looking to go. Thanks for the topic discussion–I’m looking forward to the posts. Debbie