Have you ever heard this? Somebody selected your competitor….even though they charged MORE and provided LESS!!! How could this possibly be? Are they stupid? You would do a much better job, charge less, and they still went with somebody else.
Clearly the client has made a poor choice but who is at fault? Most often it is you. There are many ways this can happen and you need to make sure it doesn’t.
Take a look at number 4 as it is often the most common reason in this scenario. What do I mean that they are “better” at sales? Often it boils down to follow-up and repeatedly pushing and asking for the sale. I have too many people tell me that they prefer to send info and let the client make an “educated” decision. The problem is that most of them will reach the wrong decision. Decisions are based on emotion and justified with logic.
To quote Zig Ziglar, “Timid salesmen have skinny kids.”
Often times a job is lost if you are a pushover and someone else really wants the sale. The decision maker may be a person who avoids conflict and doesn’t want to upset your competitor. They know you won’t really care. Make sure the world knows what you want. Make sure you push for business when necessary. If you don’t someone else will. The customer will make a poor decision, spend more money, and knowingly waste money. Don’t be weak when it comes to booking. You know you have a kick butt product/service so do everything you can to get that customer to book you. You are doing them a favor.
P.S. Sales is just one part of what we will be covering in my one day live event in Las Vegas on April 10th. To get more info on the “Six Figure Sales Academy” just reply and I will put you on the notification list. The official announcement will be coming soon and those on the list will get the first shot at getting a seat. This will be a very intimate small group so we can spend one on one time with you and get you the results you deserve.