When you’re not in front of your customers in some form, you are failing to be even remotely part of their reality.
Yes, you’re attractive, perhaps articulate, and maybe you really know your stuff?! But that matters little to a customer who is, in their own world, just as self-focused and busy as you are.
Forget sitting in front of the phone or refreshing your inbox every thirty seconds. Sorry to be the bearer of nasty news, but the customer is just not that into you!
Oh they are such seductive creatures.
With eyes wide and wallets open, these people make you feel like the sun is shining a little brighter today. But dont be fooled by their allure, “time-wasters” are dangerous. Their impact on your business is costly and must be eradicated immediately.
Make no mistake, time-wasters are the enemy! Forget about your competitors for a moment, they’re the least of your concerns. Particularly, when your salespeople are chasing tails or failing to spend their valuable time as effectively as possible. Your business is being eaten alive at both ends. No business can sustain this form on delinquency for an extended period.
All things being equal, relationships invariably win.
However, what happens when your competitors are equally adept at developing relationships? Then leverage becomes critical.
Decades ago, selling was noticeably different than today. Customers were ill informed, if not downright ignorant to tactics like cold calling and pyramid schemes. In short, manipulative salespeople could thrive by focusing their attention towards honest and naive people.
Leaders of nations first did it. Military generals do it. Even high powered CEOs now do it.
When they need something of critical importance actioned, they pick-up the Red Phone and make a direct call to the person who can most influence what they need to achieve.
Our world is now vastly more connected than ever before thanks to the internet. Yet, cutting-through to decision makers and getting them to take you seriously is harder than ever. We are all far too busy and well informed to indulge a stranger blatantly trying to sell us something over the phone. Countless past negative experiences have trained us to know better.
The phone is still a powerful tool if you know how to utilise its qualities correctly.
