WINNING NEW CLIENTS - TIP OF THE WEEK No. 10

IS YOUR RELATIONSHIP WITH YOUR PROSPECT TOO GOOD?

The danger in “relationship selling” is that sometimes YOU do too good a job. If you have some deals stalling at the moment look out for this - you build such a good relationship with the prospect or client that they don't “have the heart” to tell you they are not going ahead. The sale just seems to drag on, with them putting up seemingly good reasons to stall, and you ending up in "continuation" mode. If you are feeling this is the case then politely tell them (don't ask them) that YOU are withdrawing your proposal as the time does not seem right for them to make a decision. A real prospect will say “hold on not so fast” and give you the real situation. A real prospect but where the timing genuinely is wrong will say “phew! would you, thanks I appreciate that” BUT they DO come back to you. The people you don't ask at all but you end up pestering – they are the ones where that good relationship eventually falters, even if they were going to buy they often don't. Never be afraid to offer to walk away!

WINNING NEW CLIENTS - TIP OF THE WEEK No. 9

ARE YOU QUALIFYING THE PROSPECT OR SPINNING YOUR WHEELS?

When sales are slow the temptation is to try and sell to everyone. Sometimes we forget about "prospect qualification" and we end up wasting time. The prospect has to have a Need for what you are selling, they have to have the desire to do something about the need and a desire to do something about the need with you. The prospect must have the Money and the willingness to spend it. Finally you must be dealing with someone who has the Authority to say yes.

Who's the MAN? The person with the Money Authority and the Need of course! Or as one my lady colleagues says “actually its the WOMAN – Who Own the MAN!”

WINNING NEW CLIENTS - TIP OF THE WEEK No. 8

ARE YOU MAKING THE MOST OF YOUR AVAILABLE SELLING TIME?

There is never enough time in a day and once the day has gone, its gone! Don't forget “Prime Time” – the time when prospects, clients and customers are most likely to be available and receptive. This will vary from industry to industry, market to market, job to job.

If you have a "sell / do" role - lawyers, CPAs, consultants, sales engineers - put time aside that is only for selling. Just because its the beginning of the month, don't fool yourself, watch out for the time bandits that steal your business development and sales time. You should NEVER be doing anything except pro-active sales activity in Prime Time.