(the blog post also available as a podcast here)
Recently one of my friends Richard told me he got a new customer, barely without efforts. He was served the customer with a golden spoon – he didn’t even searched for the prospect first.
Most of us wouldn’t believe in such luck. We know the hard work to set up the selection criterias, search for potential customers that fit the criterias, cold calling to book the meeting, be lucky they’ve got need and budget for you stuff, get rid of competitors and, if you’ve passed the needle’s eye so far, negotiate and win the deal.
Richard told me he got the lead qualified: the potential client got the need, the budget and he was also invited to exactly the right decision maker when the timing was perfect. He just closed it straight away.
How could that be?
And, if you think about it a little further; he replaced an existing vendor before they had any chance to stop it! Could the same happen also to you?
Of course it can. If I explain what happened, you may get some clues to prevent it happening with your customers.
So, it all started with a friend to my friend. Let’s call this person Joe. Joe was just about to change job when Richard met him. Politely, Richard asked Joe where, and Joe told him. Nothing more, until Joe really started his new job.
Joe saw, as most of do when we come into new situations, needs and problems at his new job with new fresh eyes. Quickly he increased his credibility and gained confidence from the bosses.
Most of us make business with people we trust. Joe’s bosses were listening to Joe’s ideas and trusted him when he told them he got a friend – guess who – that could solve exactly their problems.
Richard became invited just in time to meet with Joe and his bosses. Of course Joe had told Richard every little details about their needs, problems and decision makers he needed. The win was almost ready when the meeting started.
I don’t say this will be true in all cases, but if you don’t take control over such potential situations, you’ll be out before you may react. And vice versa, may this be a strategy to gain new sales as well?
(BTW: Richard and Joe have another names in the real world)