Tag Archives: prospecting

I Fired a Prospect Today. Yep.


It may seem completely counter-intuitive. I’m the sales rep.  I’m supposedly the person who never met a deal he didn’t like. The one who will drag our company’s resources through any unqualified pursuit to the bitter end – all the while golfing, wining, dining and fretting away the company’s resources – or so legend has it.

So why did I do it? Why did I let this deal go?

1. It was the right thing to do for the prospect: Our stepping back was the most transparent and powerful message my firm could send the client. We know the right way to do this engagement, and we are not going to compromise your success or our reputation by short-cutting.

2. It was good for my business. Here’s a question: What is the WORST hand in poker? The SECOND best hand. That’s the player who stays in, doubles down, fattens up the pot (drives up their cost of sale)…and then loses.

3. It will free up precious time. Let’s face it, time is more valuable than money at this point in your life. You only have capacity for x number of deals per year. This client will take all the time and information that you offer, but they are not going to buy at your solution/scope/price. What is the opportunity cost to you for not spending that time on other opportunties?

4. It was good for my psyche. Training/re-training yourself that not every deal is a good deal is an important lesson to learn and reinforce. Nothing is more powerful than the will to walk away. It’s good for your sense of self as well as your ability to offer more objective counsel to your customers going forward.

So (never thought I’d say this…) what are you waiting for? Go out and fire a prospect today!

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$100k Hiding Right in Front of Your Face


That’s right, I said hiding right in front of your face.

There’s a lost art in sales today called eagle-eye prospecting. With all of our sales and marketing automation, conference calling, web leads, emails, social media, etc. – sometimes some good old-fashioned field work wins the day.

Here’s how I landed a $100k deal this week using this technique.

On Tuesday I had one scheduled meeting when my daily goal is two. I needed that extra meeting.

While visiting my first client, I checked out the surrounding area and found that I was very near a new prospective client. I gave her a call to see whether I could ‘”pop by to say hello,” and the rest is history.

She said “yes, that will work well this morning.” We refreshed a conversation about a project that we were discussing in November that had just been green-lighted and I closed it on the spot.

How many times do you do your first meeting and then go back to hide in the office hitting the phones, emails, or administration tasks?

In sales, we make the biggest difference when we are face to face and belly to belly.

My new client’s direct quote? “…sometimes these spontaneous meetings work better for me than trying to schedule one anyway.”

So take a minute to do a search in your CRM by zip code, or just eagle-eye a new prospect while you’re out.  Then challenge yourself to snag that extra meeting.

You could find $100,000!