Sales Question

[knoxy]

I'm not sure if this is the appropriate question to ask in the forum, so I apologize in advance if it isn't.   I'm new here and still trying to understand the environment. 

I own my own consulting firm.    In doing so, I often find myself in the area of sales.   Most of my business has come through referrals, thankfully, I have an excellent reputation in my industry (if I do say so myself).

However, I'm really blocked on what to do with clients who go M.I.A. on me.   I have an example where a client was referred to me - we talked and had a great conversation.  He requested I assist him on a project - I followed through on my end - he hasn't followed through on his.   This man is the decision maker and the sole contact to make this project happen. 

I am having a problem straddling the line between being assertive and too pushy.   I don't want to be inappropriate here - it's been three weeks and nothing has happened (which is a LONG period of time in my business).   I know the work is there and I have other competitors also trying to close this client.   I'm not sure what the balance is in providing my services - and just being another annoying "sales type."

Anyhow - any input would be helpful.   Any suggestions will be taken with gratitude.

Michael - I'm seeing you in L.A. next month! 

Thanks all.

Knoxy

[Jay Budzynski]

Something that you could consider is creating a contract where if your clients, after you have done your needs analysis, and up on agreeing with you, that  they will follow through, on what ever course of action you see fit, and have  an agreement that  they will do, if they don’t get in touch with you either to continue work, or to suspend your service, that you will charge then for a percentage of you consultation fees for potential lost of earning of course you state it in a nice professional way. And you get then to sign an agreement.  That could be a way to work around the issue as you are getting them to commit to an action.
Jay 

[knoxy]

Something that you could consider is creating a contract where if your clients, after you have done your needs analysis, and up on agreeing with you, that  they will follow through, on what ever course of action you see fit, and have  an agreement that  they will do, if they don’t get in touch with you either to continue work, or to suspend your service, that you will charge then for a percentage of you consultation fees for potential lost of earning of course you state it in a nice professional way. And you get then to sign an agreement.  That could be a way to work around the issue as you are getting them to commit to an action.
Jay 

Jay,

Thank you kindly for your response.  I so appreciate it.

I hate to use the word never, but unfortunately, that type of agreement wouldn't fly in my industry.  I'm in IT Consulting and this is a brand new client - contracts aren't signed until they choose our consulting firm - which is what I'm waiting on.    I could incorporate some sort of "commitment promise" of some sort - that's interesting...   Your suggestion opened my mind to other options - which is EXACTLY what I need.   Thank you so much!

Have a lovely day!

Knoxy

[Jay Budzynski]

I don’t know if this idea will be a viable option yet you could introduce the idea that you will price match any of your competition, like for like products and services.

Jay

[Baka]

Hi Knoxy,

I've been doing sales for a fair while in a non-hard sell way. One thing I have noticed (having also been on the other side of the fence- the call every day type of job which I only lasted 6 months at) is that if you are selling something that people want, and have asked for a price on, they will not mind you phoning to check progress on a proposal or quotation.

If you are confident that your "product" or "package" is good and does what he needs, maybe you could phone him to ask if everything was ok with the proposal.

I guess the question is what does phoning to check up on the situation mean to you?

Lee

[knoxy]

Hi Lee.

I love your photo! 

I had been calling the client every other day or so - but really started to feel sleazy.  Like a "cheeseball salesperson" or something.   I hate that feeling.  I also know that I'm the only one who can create such a feeling or control how I CHOOSE to feel.   But sometimes I lose that and get caught in the muck.  Know what I mean?

I called the client this morning and he apologized for not getting back to me.   He stated that he didn't have an answer and didn't know what to say.   We had a very good conversation.   I was honest and told him that I wasn't sure how to help - that I didn't want to come across as inappropriately pushy or sleazy - then he actually apologized for not calling me back - that he understood that I was there to help him.    So far, so good.   He has a meeting with his team to discuss the project on Monday and promised to get back to me by Tuesday or Wednesday at the latest.

I am similar in the fact that hard core sales just doesn't work for my personality.    I've done a great deal of Human Design work (ever heard of it?) and my personality seems to work best in a referral type environment (I really do have an incredible network - I am proud to say).   I need to figure out how to work in that environment, while still creating new business for my company.    Owning a business is hard work!!! 

Thanks again to you & Jay for your input.  I really appreciate your time and feedback.

Take care,

K

[Jay Budzynski]

Hi Knoxy

You might consider looking into some of what Brain Tracy as to offer, http://www.briantracy.com he has some very down to earth results based things on offer.  worth you taking a few minutes to read his site. all business and sales related.


Jay

[knoxy]

Thank you, Jay.   I'm not familiar with Brian Tracy.   I will check it out!!!

[Baka]

Glad to hear you got somewhere with your man and that he has promised to get back to you. In the unlikely event that he doesn't you know that you now have a right to call him back (I said so!!!!!)

As my hypnotherapy teacher says- we build up situations and play out scenarios in our mind and the actual situation never turns out exactly as we had imagined it. She calls it awfulising. Not sure if she coined the phrase, but I like it! Bet it felt good to have got an answer from your potential client even if it was that he will get back to you. Shows he is moving forward on the project and that you are still in his mind for it.

I'm not familiar with Human Design- I will shortly Google it and find out about it though!

Thanks for the comment re the pic! Not keen on it myself- I'm getting another one done by a friend today to go on my website. Not sure if it will be good for custom or not- clients often like to see who they are going to see. One less thing to be nervous about. Or not depending on how the photo comes out!

I've been trying to work out your photo- is that a porthole?

Lee

[knoxy]

Nope - although I am an avid sailor.   It's an art piece at a winery in Napa called Peju. 

Regarding Human Design - it's fascinating.    I have a coach who reads through your design as well.    It's a little "out there" for me - dealing with various chakras and such - it's based in the i-Ching, basically.   I am a hard sell with this sort of thing and frankly, I've been amazed by it. 

Here is a link:

http://humandesignamerica.com/

http://www.humandesigncommunity.com/

[Baka]

Thanks Knoxy- I'll have a look at those sites. Always keen to find out about new ways of working!

Lee