The Client Letter
June 11, 2012
Sedona, Arizona
Sunny 62 degrees
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If you build your service business on the internet, then here’s your chance to “peek over my shoulder” and benefit from my work in the trenches of internet business.
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In the old days, when I was a newbie, I did a lot of stupid things in this business.
One of them was to use cheap gimmicks to “close the sale” or control my prospect towards the outcome I wanted.
When those things didn’t work, it was annoying. For example, it would tick me off to submit a proposal and then kind of get ignored.
I learned some strategies to help with this, but as I’ve gotten more experience, I realize they’re kind of weak.
For example, I used to put an expiration date on my proposals. I did it in an attempt to make me look like I was in control.
“You sign this sucker by the deadline or it’s OFF THE TABLE!”
Ha!! I’m afraid all that did was make me look dumb.
When you draw a line like that in the sand, you’d better be sure as hell you’re not going to cross it. Otherwise, you look really, really bad.
Are you really going to turn down the business if the client calls back a week after the due date?
Probably not.
I think it’s smart to never close a door like that with a prospect.
If you submit a proposal to a prospective client and they drag their feet, just walk away.
You don’t threaten them with an ultimatum. Just move on with your life.
Which conveys a stronger position? Trying to close the sale through weak marketing gimmicks or just powering your train on down the track?
The first option sends the message loud and clear that you have no better place to be right now.
The second option sends a much better message:
“I’ve got things to do… talk to you later.”
Leave the prospect in the dust, and let your actions speak for themselves.