Don’t Prejudge Your Prospects.
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Don’t Prejudge Your Prospects.
Stop making costly selling mistakes.
About a year ago, my wife and I had made the decision to leave our landscaping service of over 10 years. We went to another company which was located less than a mile away from our home. The service turned out to be less than spectacular. That meant it was time again to go in search of a better landscaping service.
I noticed one that was not too far away from our home — perhaps less than 3 miles away. One day, I’d finished up a dentist appointment and decided to drive over to the new landscaping service. When I got there, there was no one around. It was in July, the height of the landscaping busy season. The trucks were all on the road. Nevertheless, I left my business card inside one of my books and leaned it up against the door for the owner to get when he returned. I frequently do this because I want the person for whom it’s left to remember me. I also called the phone number of the business and spoke to the receptionist to let her know what I had done and asked her to have the owner call me.
A few weeks went by and I realized that I had not received a phone call from the owner. I called back again and spoke to the same young lady and mentioned that I had not heard from the owner. She said she would give him the message again and I forgot about it for the next two weeks.
About that time, I passed a house which was having landscaping work done. There were several trucks in front of the house and in the driveway all from the same landscaping business from whom I been waiting to hear back. Since the phone number was on the truck, I made a third phone call and spoke to the same young lady. I mentioned that I had called three times and had still not heard from the owner. She said that the owner said he had received my message but didn’t have any immediate needs for what I did. He said he’d call me if his situation changed. I explained to the young lady that he had prejudged my intentions.
Finally, the owner called me that same day. He said that he was too busy to take on any new customers right now. I explained that I wasn’t interested in doing any business with them right now. The purpose of my call was to establish a relationship with him about having his company take over my property at the end of the season when my contract was up with my current landscaping service.
This is what happens when you prejudge your prospects. Needless to say, we did switch services but did not go with this company. Right or wrong, my thinking is if you’re having this much trouble communicating back and forth during a first impression, how much worse is it going to get later on?
I encourage you to return all phone calls as soon as you get them. Don’t assume you know why the person is calling. If it turns out that the person is not calling for something you’re interested in, you can just politely decline. But if you expect to get new customers, be sure to start off on the right foot.
The second biggest mistake salespeople make is prejudging the prospect.- Don Hutson
This excerpt is taken from the Anyone Can Sell I: Preventing the Top 10 Biggest Sales Mistakes seminar. I encourage you to register for this seminar to be presented on July 30, 2020 at the Comfort Suites in Manheim, PA and which covers this matter in greater detail.