Whatever you’re selling, there’ll likely be a proposal involved.
Whether it’s a car, a house, dental treatment, a new website, a coaching programme or anything else bought and sold person-to-person, you’ll make some kind of proposal to which the prospective buyer then says yes or no.
Note: Yes or No.
That’s what we want, isn’t it? To rule OUT those who don’t want to buy, so we can rule IN those who do.
We all know, deep down, that “maybe” is just a polite form of “Get Lost!”
And yet, we waste more time chasing prospects who we’ve allowed to say they’ll “think about it” than we really should.
Here’s the one sure-fire way to eliminate that wasted time, once and for all:
BE THERE WHEN THEY’RE MAKING THE DECISION TO BUY, OR NOT.
This means:
- Don’t send them a proposal by email or post (what?!) to look at. Like, never, ever do that.
- Instead, arrange a meeting to go through the proposal with them.
- Start the meeting by explaining that you’re here to go through the proposal together.
- Make it clear that the outcome of the meeting is a yes, or a no. Either is good. Yes is better.
- The same applies if you’re verbalising a proposal by phone or video link. Video where possible, of course.
Did I mention never to send them a proposal to look at?
Oh yeah, I did.
Good.
Let’s Get On With It!
Jonny