In last week’s blog, I noted that NOTHING and I mean NOTHING irritates me as much as a slow maybe. It is absolutely frustrating. Give me a quick no, now. I also noted how I see others (not our clients, they now know better) put themselves in the position where their prospects continue to suggest they are interested in their services but can never commit.
I noted how it was time to stop letting prospects control you. It’s time to take control of the process and start working with those who are ready, willing and able to make a decision. Then we shared The “Prospect Spectrum” – 8 steps to determine how qualified a prospect really is.
However, what happens when you do qualify a prospect and the prospect then asks you to “Send Information” or to “Submit a Proposal”. What do you do then?
In this Massimo Minute, I want to share with you the two questions you should ask your prospect when they ask you to prepare material for their review.
The first one is simple. “Great, what information are you specifically looking for that will put you in position to make a decision.” This allows you to send applicable, customized information, instead of just some boilerplate, put together in 3 minutes. It won’t get you any business; I am really just throwing darts on a wall, information.
If your prospect cannot articulate what they want you to send, then you haven’t qualified your prospect, or perhaps you haven’t articulated your value proposition as well as you think you did. A qualified prospect should be able to clearly communicate what they are looking for to allow them to make a decision. If they can’t, review the Prospect Spectrum from my last blog and see what step(s) you missed.
Second and the most important, once the prospect clarifies for you what to send, ask for a follow up commitment. This “follow up commitment” will save you more time, money, aggravation and frustration than you could ever imagine. Remember, nothing aggravates me more than a slow no; chasing for an answer and being dragged through the field of “only ifs”. You don’t want to go there; this is where you lose all control.
What is a follow up commitment? It goes something like this. “Great, but before I send you ______________ (the information, the proposal, etc.), let’s agree to a specific date and time that we are going to _________(talk/meet) again. During that time we will decide one of two things:
- You want to move forward and ______________(the result you are looking for, whether it is getting a meeting, a signed exclusive, a contract, etc.), or
- You don’t want to move forward, but you will tell me why, as this will only help me understand how I can better serve you and other clients in the future.
Now, if the prospect won’t commit, you have some options to consider. And these we will address in our next Massimo Minute.
Image courtesy of bishopclimate.me