This time of year, I have numerous conversations with companies looking to hire a speaker for their sales kick off meetings in January.
As part of the selection process, many people ask for references.
This next phrase might shock you so lets make a pinkie promise that you’ll continue reading so you get the full context.
I won’t share references until the RIGHT time
Sounds kind of dickish, right?
Maybe, but stay with me.
Truth be told, I have stellar references, I mean who’s going to give someone a crappy 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 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 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
Come join us for our How To Close MORE Deals webinar on Thursday, November 16, 2017, at 11:30 am EST.
Here’s what you’ll discover by joining us;
- How to get in front of prospects who have a much higher degree of URGENCY to make a change NOW!
- How to get the right people into your meetings.
- How to disqualify your competitors from the running WITHOUT badmouthing them.
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- How to keep your prospect completely engaged between meetings, and your deal moving forward.
- How to create a communication plan so you avoid any of that lame “Calling to check in” BS.
- What to do when you prospect goes silent.
- How to ask for the business without things “getting weird”
Here’s what you’ll get;
(1) 90 minute webinar with a sh*tton of actionable ideas and tactics
Worksheets
Webinar Replay (Sent later that day)
Email access to Paul Castain to answer any webinar related questions, bounce a webinar related idea around etc.
How Much?
$99
Please click HERE or the button below to reserve your spot and;
Get MORE of your deals across the finish line!
