Time for another preview from my book!
I often get asked about time–that is, “How much time should I spend on each individual client or potential client?”
It’s a good question. You can see some pros debating that very question here, in Friday’s Globe & Mail:
This is my thinking. Obviously there are exceptions to these rules, but here is what I tell my coaches:
1) 3 strikes & they’re out. If you’ve sat down with someone three times, & gone all over what your product or service can do for them, & they are still hedging…time to cut them loose. Don’t give them the brush off, if they call you, by all means return the call; but don’t call them. 9 times out of 10, someone who keeps saying “Maybe” is really saying “No.”
2)Spread your time around. Do your best to balance out all your clients so that they feel satisfied that you are giving them your best!
3) Most of the time, selling is one-on-one, so never neglect your business relationships. I am not saying you have to be buddies with everyone; I am saying you have to play friendly. You never know what might happen in a year’s time. Brushing off someone has risks….you don’t know what job they’ll have in a year!
4) Listen to your gut. If you think there’s a sale imminent, then go for it. If you think someone is (politely) wasting your time, then stop calling. In the long run, this is good for everyone–but especially for you, since you can start focusing on current or new clients!