Last Week I talked about customer and client loyalty, this week I’m going to talk about choosing the right hunting dogs for business. Actually, it is about wasting time and not wasting time.Because we all know, even if we haven’t been on a hunting trip, that brining along a dog that won’t hunt doesn’t make one bit of sense. Yet every day I see it happening all the time. How many prospects can we count that just strung us along for months, without any real intention of investing in the products of services offered?
I like to give people the benefit of the doubt and rationalize why the deal hasn’t closed, but I do realize that I have to be honest and understand that some people won’t be clients.
I’ve learned this one the hard way too. I spent a significant amount of time trying to convince a prospective client of the need for a strong unified brand and the need to know his clients. In reality, he just wanted a basic website and a business card. In the amount of time I spent making my case, I could’ve spent that time going after other leads and building new business for myself.
This scenario happens far too much and far too many businesses waste too much time on dead leads. Now I try to work on as many leads as possible to improve my odds and I’ve now added the all important question, “Tell Me What You Need” to my client discussions.
Lesson Learned
Find the Dog that Hunts, Keep Him Happy, and Success Follows.
