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Why you can’t please all the people all thetime…and why that’s not a problem!
Have you ever found yourself wanting to speed up the selling cycle in order to spendmore time helping high value customers, rather than servicing those that are nothigh value and never will be?Have you ever wanted to get customers to say ‘no’ quicker so that you can bothmove on?Let me tell you a little secret…. I have.In the car business they are known as ‘tyre kickers’, people who enter a carshowroom to look round the vehicles but with no intention of ever buying one, butyou might simply call them ‘time wasters’ and they are one of the biggest blockagesto any business.They are often a loss-making burden to the business, draining time, energy andresources whilst making no profit contribution. They are at the very least anemotional burden and can cause you to dread their every call and e-mail.Either way, experience has taught me that life is too short to tolerate them. What’smore, I now realise that I shouldn’t have attracted them in the first place!So what should you do if this is happening to you and you now want to shed thedreaded time wasters?
Make sure you have a clear, firm statement of intent; an uncompromisingmessage and then they’ll either love you or hate you!
 As I heard Jay Abraham, the marketing guru, once say
“In business it is better to be loved or hated than to be tolerated.” 
How true is that?In my opinion three of the main reasons why a business tends to attract the wrongtype of clients are:1)
The business doesn’t have a clear unequivocal purpose.
There is nothingthat hits clients and prospects straight between the eyes and says “This is
who
wehelp and this is
how
we help them.” 2)
The business doesn’t stand for anything.
The people working for it don’thave a clear value system, which drives all that they do. There’s nothing that tellsclients, prospects and all stakeholders “This is what we stand for here!” 3)
The business doesn’t have a BHAG, that’s a ‘Big Hairy Audacious Goal’.
 There is nothing that the business is striving for which grabs the business leader(s) -and every member of the team - by the throat. There’s nothing breathtaking in the
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