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==> LOL'ly experience... Offline Consultancy Business... What would you do?

by lakshaybehl
37 replies
OK... So you know the game...

Send a letter... Get a ton of phone calls... Set up a ton of appointments... Help them make more money with better marketing... Collect the check... HOME RUN!

But what if one of these steps doesn't seem to fall in place... For once?

You see I have been doing this consultancy biz for about three months now and had quite a lot of success with it... So much so that I don't even care about creating products now... There's so much money in the consultancy... When you have a number of clients.

So as always I had a bath at 1 PM, and by the time I dressed up it was already 2:15 PM. And then set out to gurgaon... A nearby city... Just about 20 KMs away from where I live!

Now firstly, I have never been to that part of Gurgaon where I had the session today... So I had taken my GPS along... Always a lot of help. But as soon as I crossed to toll point... right in the middle of the road, I heard a BIG noise.. I figured must be somebody's car had an unusually large blast in the tyre and must have gone flat. Little did I know it was me... but yeah I figured that out in about 20-30 seconds...

Anyways... fighting against the odds, I reached the right place at 3:35 PM sharp... I was late by 5 minutes. This was the first time I was late and since the elevator had just left off, I ascended via the staircase... As fast as I could. In about a minute or two I reached my destination, the 6th floor.

And guess what... The man who had called me, Mr. A.S. was not present. In fact I was told to "CALL US AGAIN TOMORROW MORNING AND COME AGAIN" by the receptionist.

Now the reason I am sharing all this with you is that I do not know... OR how to react..., Or even what to feel... Annoyed, Frustrated, Disappointed, Offended... What?

At first I felt like becoming disappointed, but then I figured it wasn't going to be of any help.

Then I am now thinking about being OFFENDED because he wasted my time. Truth is that he had called me just yesterday... YESTERDAY... and wanted to meet me. Sure enough I found out he was the owner... But I am a consultant... The Consultant, actually!

I gave him 15 MINUTES of FREE consultancy which he called and requested me for... So I typically expect a "Thanks a lot for showing up..." kind of welcome... which I normally get. But today I was thrown off gear.

Anyways, what would you do if he called you up again... More importantly what would you pretent to be... Annoyed, Offended, Angry? What? I would not say disappointed because you should never be disappointed as a business consultant. Cause you are out to sell happiness when you sell websites and A/R's...

I know for sure Mr. A.S. will be calling me again tomorrow or on Saturday... What should I say to him..., Should I tell him I will "now charge you" for each consultancy session?

More importantly, what should be my tone while talking to him. I always maintain a COOL DUDE type of tone while talking to anyone... But this time I guess it shoulld ideally be different. I am sure the advanced businessmen and women here know the importance of tones in a phone call...

Just so you know... I am not in the least pissed off... Even since I purchased my new Toyota Camry I am never pissed off.. I don't mind giving him a free session again but I think that would position me as a DESPERADO...

What ya say?

-Lakshay

EDIT: A few more things you should know before you reply... I came to know he had gone out of town... And he had scheduled an appointment over the phone with me just yesterday. I always ask whether the time suits them or not... And if there is a problem with the time I suggest initially, I obviously change that time. His exact wording was.." No, that time is perfectly fine for me"...
#> #business #consultancy #experience #lolly #offline
  • Profile picture of the author Lance K
    Well, he doesn't value your time. Part of the reason is probably...
    • You gave him a free 15 minute consultation AND...
    • You went to him
    IF you are still willing to work with him, make him come to you for the free consultation.
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    • Profile picture of the author Frank Murphy
      Lance is right..You deserve clients who really treasure your services and time..
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      • Profile picture of the author lakshaybehl
        Originally Posted by misako View Post

        Lance is right..You deserve clients who really treasure your services and time..
        Hey Misako... How do you know what I deserve Are you spying on me?


        Just Kidding...

        Yeah, I know you guys are both right... But how can I tell who's wqho before I meet them in person. I will still have to go to the next businessperson's office if I follow the same gameplan of...

        Send a letter... Get a ton of phone calls... Set up a ton of appointments... Help them make more money with better marketing... Collect the check... HOME RUN!

        This anyhow does involve visiting clients... And unless I am really missing something, I have not yet seen someone advicing Not to go to their offices.

        I guess this is a CON for this business... But nevertheless, what should I do now if he calls me up again?

        -Lakshay
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        • Profile picture of the author MaskedMarketer
          Originally Posted by lakshaybehl View Post

          This anyhow does involve visiting clients... And unless I am really missing something, I have not yet seen someone advicing Not to go to their offices.

          I guess this is a CON for this business... But nevertheless, what should I do now if he calls me up again?
          Visiting clients is a good thing if you can afford to. Either this guy is not qualified client or your presentation wasn't effective enough.

          Next time you speak to this guy, don't sound angry, offended, mad, etc, just use take away's and put fear into him. SHOW him the pain.

          Push him away and see if he tries to pull you back in.

          If you push him away and he doesn't try to pull you back in, he's probably not a qualified client for you.
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          • Profile picture of the author lakshaybehl
            Originally Posted by MaskedMarketer View Post

            Visiting clients is a good thing if you can afford to. Either this guy is not qualified client or your presentation wasn't effective enough.

            Next time you speak to this guy, don't sound angry, offended, mad, etc, just use take away's and put fear into him. SHOW him the pain.

            Push him away and see if he tries to pull you back in.

            If you push him away and he doesn't try to pull you back in, he's probably not a qualified client for you.
            Buddy, I don't really get the exact meaning here... Mind to elaborate please?
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    • Profile picture of the author lakshaybehl
      Originally Posted by Lance K View Post

      Well, he doesn't value your time. Part of the reason is probably...
      • You gave him a free 15 minute consultation AND...
      • You went to him
      IF you are still willing to work with him, make him come to you for the free consultation.
      That's what I was thinking all the way back fro Gurgaon to home... I guess I would have to do that now, but then I remembered my home-office was no short of a messy paperbin... And it would take me at least a couple of hours to do that... But I am basically too lazy for that and too suspicious to let anyone else touch my papers, as most of these are agreements and deals.

      But I guess many people are doing it this way... Giving them 15 free minutes of consultancy AND going to their offices. I reckon there must be a better way of meeting them up... shouldn't there be?
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    • Profile picture of the author Richard Tunnah
      Originally Posted by Lance K View Post

      Well, he doesn't value your time. Part of the reason is probably...
      • You gave him a free 15 minute consultation AND...
      • You went to him
      IF you are still willing to work with him, make him come to you for the free consultation.
      I totally agree with Lance here. You've got to pre-qualify them in some way for the long term success otherwise it's a numbers game which can and does (in my experience) involve lots of wasted hours. Better still if you can appear to in demand and a very valuable asset to their business.
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  • Profile picture of the author tj
    What kind of letter did you use ... and also I would check back in the morning with a reminder call that the client will be there. Then you know better if he will be there or not. Sure, on the other side he still could be out of office at that time of appointment.

    Timo
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    • Profile picture of the author lakshaybehl
      Originally Posted by MaskedMarketer View Post

      Visiting clients is a good thing if you can afford to. Either this guy is not qualified client or your presentation wasn't effective enough.

      Next time you speak to this guy, don't sound angry, offended, mad, etc, just use take away's and put fear into him. SHOW him the pain.

      Push him away and see if he tries to pull you back in.

      If you push him away and he doesn't try to pull you back in, he's probably not a qualified client for you.
      Hey Buddy, looks like you did not read the OP... I said he wasn't there at his office when I went there.

      Originally Posted by tj View Post

      What kind of letter did you use ... and also I would check back in the morning with a reminder call that the client will be there. Then you know better if he will be there or not. Sure, on the other side he still could be out of office at that time of appointment.

      Timo
      TJ, I used pretty much the same letter as in the SDtupidly Cash Cow thread, and this letter has been working wonders for me. I generally do 4-5 sessions a day and that is why I think it is nearly impossible for me to call everyone every morning and see who will be available.

      -Lakshay
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      • Profile picture of the author MaskedMarketer
        Originally Posted by lakshaybehl View Post

        Hey Buddy, looks like you did not read the OP... I said he wasn't there at his office when I went there.
        That's the point- he wasn't at the office when you went there.

        He blew you off and that's showing a lack of consideration for you.

        Why didn't he at least call you? That's not good communications.

        He may or may not be qualified for you. You have to find out.

        The reason he gives you why he wasn't there and why he really wasn't there may be different. I don't know, its really your call to decide.

        I've done phone sales too long to believe what people say anymore.

        I tell you to push him away and do take aways because it works. You have to be very elegant with the take aways or he can perceive it the wrong way. Don't be emotional, just tell him like it is and do a take away.

        The dudes I worked with that sold 10k-40k+ coaching programs used this strategy and it works.

        Its only one strategy and can work when you frame it correctly.
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      • Profile picture of the author Black Hat Cat
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        You say you've been doing this 3 months. Is it the first time you've been stood up? If so, I wouldn't dwell on it. As far as what to do if the guy calls back, I would probably be "too busy" to take him on as a client at this time. He's already treating you like crap. He has a receptionist, so he could have had her call you to reschedule. He didn't. He clearly has little respect for others. Find another client who does.
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  • Profile picture of the author DebbieB
    I've been a marketing consultant in the real world for nearly 25 years.

    If that prospective client called me back I wouldn't change my tone at all. I'd just ask what happened. There may be a perfectly acceptable explanation. And there may not.

    This is the time to really sound out your prospective client. If you think he's serious and this was an unfortunate glitch, then just accept it for what it was, and book another meeting.

    If you think that this is the type of client who may argue every suggestion, and who will fight for every discount then drop him now, before you get into a real business relationship with him.

    Remember this: you want to build portfolio of good clients with whom you will enjoy working.

    You don't have to take every business opportunity. Some are more trouble than they are worth.

    Debbie
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  • Profile picture of the author Jesus Perez
    Life happens. His daughter could have been sick, maybe his tire went flat also. You just never know.

    Don't take it personal. But be sure to probe a little deeper. And the next time you head out to a town, try to walk around and promote a little. Turn a failed encounter into a marketing opportunity with brochures and face-to-face talking.
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    • Profile picture of the author Shaun OReilly
      Consider adding a pre-qualification step in your process.

      For example, instead of doing a face-to-face free consultation
      off the bat, offer a telephone consultation instead. And get
      the prospect to call you.

      That way, you cut out the travel and if the prospect doesn't
      call then they're most likely not interested enough yet.

      And you save yourself stacks of time travelling, getting
      dressed up etc.

      Plus you put the prospect in the position of chasing you
      rather than you travelling over town chasing after them.

      It's better to be chased than be the one doing the chasing.

      Regarding the no-show from the prospect - there could be a
      multitude of reasons - some valid and justifying a rescheduled
      consultation.

      When I did one-on-one consultations years ago via the phone
      if somebody didn't call for their free session - I would NOT
      reschedule unless there was a valid reason for the no-show
      (e.g. sudden emergency).

      There are plenty more prospects in the sea who deserve
      your time and attention and will treat it with respect.

      Dedicated to your success,

      Shaun
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      • Profile picture of the author lakshaybehl
        Originally Posted by DebbieB View Post

        I've been a marketing consultant in the real world for nearly 25 years.

        If that prospective client called me back I wouldn't change my tone at all. I'd just ask what happened. There may be a perfectly acceptable explanation. And there may not.

        This is the time to really sound out your prospective client. If you think he's serious and this was an unfortunate glitch, then just accept it for what it was, and book another meeting.

        If you think that this is the type of client who may argue every suggestion, and who will fight for every discount then drop him now, before you get into a real business relationship with him.

        Remember this: you want to build portfolio of good clients with whom you will enjoy working.

        You don't have to take every business opportunity. Some are more trouble than they are worth. Debbie

        Well said, Debbie!

        But this doesn't look like an unfortunate glitch... I came to know he had gone out of station... And just yesterday he had himself fixed the appointment with me.

        Originally Posted by Shaun OReilly View Post

        Consider adding a pre-qualification step in your process.

        For example, instead of doing a face-to-face free consultation
        off the bat, offer a telephone consultation instead. And get
        the prospect to call you.

        That way, you cut out the travel and if the prospect doesn't
        call then they're most likely not interested enough yet.

        And you save yourself stacks of time travelling, getting
        dressed up etc.

        Plus you put the prospect in the position of chasing you
        rather than you travelling over town chasing after them.

        It's better to be chased than be the one doing the chasing.

        Regarding the no-show from the prospect - there could be a
        multitude of reasons - some valid and justifying a rescheduled
        consultation.

        When I did one-on-one consultations years ago via the phone
        if somebody didn't call for their free session - I would NOT
        reschedule unless there was a valid reason for the no-show
        (e.g. sudden emergency).

        There are plenty more prospects in the sea who deserve
        your time and attention and will treat it with respect.

        Dedicated to your success,

        Shaun
        Shaun,

        Thanks a lot for your suggestions.

        Here's why I would never do a phone consultation..

        1. I feel I have a charismatic personality that can attract almost anyone... And I get almost everything done when I personally go out for it... It might bery easily be a thing of my mindset, but I am used to doing things personally through physical interaction. My experience says its far more powerful than a mail, email, phone or fax.

        2. I need to be able to understand their business model to a fair amount of detail before I can recommend some positive steps. There's no one solution fits all. I ask a lot of questions. And I guess asking a lot of questions over the phone will nearly tick them off and put both of us to sleep.

        I am very well looking forward to be the one who is chased, and I would definitely consider something else (some other way) for this. But not a phone consultancy... Could you please offer up some more suggestions?

        I agree with you 100% when you say you'd not want to deal with such a person unless there is a totally valid emergency... which I am 99% sure isn't the case here.

        -Lakshay
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        • Profile picture of the author Shaun OReilly
          Originally Posted by lakshaybehl View Post

          Here's why I would never do a phone consultation..

          1. I feel I have a charismatic personality that can attract almost anyone... And I get almost everything done when I personally go out for it... It might bery easily be a thing of my mindset, but I am used to doing things personally through physical interaction. My experience says its far more powerful than a mail, email, phone or fax.
          You are of course free to choose not to do phone consultations.

          Back in 2000 when I first started taking on clients I naturally
          assumed that I'd have to meet them face-to-face - for the
          free consultation and subsequent sessions.

          However, it consumes a lot of time getting ready beforehand,
          travelling to the meeting, waiting for the meeting, having the
          meeting and then travelling back from the meeting.

          My time is immensely valuable and I look for ways of eliminating
          waste wherever possible - a phone consultation is one such way.

          If you have a charsimatic personality, then this will come
          through over the phone too.

          If you want to continue to do things personally through physical
          interaction then you'll tie yourself to having more of a job than a
          real business.

          Originally Posted by lakshaybehl View Post

          2. I need to be able to understand their business model to a fair amount of detail before I can recommend some positive steps. There's no one solution fits all. I ask a lot of questions. And I guess asking a lot of questions over the phone will nearly tick them off and put both of us to sleep.
          I've conducted hundreds of consultations via the phone with
          prospects and clients I've never met before.

          All you mention can be done very effectively over the phone
          without putting them to sleep.

          Plus, I've found that I'm better able to concentrate in a phone
          consultation as I have fewer distractions and have more control
          over the environment around me.

          That said, feel free not to do phone consulations. Just be aware
          of the advantages and disadvantages of your decision.

          Dedicated to your success,

          Shaun
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          • Profile picture of the author lakshaybehl
            Originally Posted by Shaun OReilly View Post

            You are of course free to choose not to do phone consultations.

            Back in 2000 when I first started taking on clients I naturally
            assumed that I'd have to meet them face-to-face - for the
            free consultation and subsequent sessions.

            However, it consumes a lot of time getting ready beforehand,
            travelling to the meeting, waiting for the meeting, having the
            meeting and then travelling back from the meeting.

            My time is immensely valuable and I look for ways of eliminating
            waste wherever possible - a phone consultation is one such way.

            If you have a charsimatic personality, then this will come
            through over the phone too.

            If you want to continue to do things personally through physical
            interaction then you'll tie yourself to having more of a job than a
            real business.



            I've conducted hundreds of consultations via the phone with
            prospects and clients I've never met before.

            All you mention can be done very effectively over the phone
            without putting them to sleep.

            Plus, I've found that I'm better able to concentrate in a phone
            consultation as I have fewer distractions and have more control
            over the environment around me.

            That said, feel free not to do phone consulations. Just be aware
            of the advantages and disadvantages of your decision.

            Dedicated to your success,

            Shaun
            Shaun,

            So when you do do phone consultancy (that sounds funny, LOL)... do you ask them the same type of questions... Where do your customers come from... etc...

            I normally keep asking a lot of questions for about 15 minutes and then show them the benefits etc. in 5-15 minutes depending upon how fast they compregend. How would you go about doing this on phone?

            Could you please elaborate a little?

            -Lakshay
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    • Profile picture of the author Mark Brock
      Originally Posted by BlueSquares View Post

      Be sure to probe a little deeper.
      I concur!

      What I will add though is that you should put yourself in his shoes for a bit. You were after all 7 minutes late for the meeting with this man.

      You've fully explained to us every detail about this, and about why it is you were late by 5 minutes (and then an extra 2 minutes going to the 6th floor to his office). None of it was your fault.

      Because you were late though, he may have made the incorrect assumption that you weren't going to show up because you were late to the meeting.

      He may very well have had some other important things that he needed to take care of that day out of his office.

      When you didn't turn up on time, it could have been possible that he assumed you weren't going to turn up, and so he decided to instead use his time to what he felt was in his and his business' best interests.

      Perhaps this was to go and do some work outside of his office; which could have been why he wasn't there when you did arrive.

      I know 7 minutes isn't that long, (especially considering the circumstances), but he didn't know the circumstances of why you were late, and he probably just assumed you weren't going to turn up.

      Like the quote says above, "...probe a little deeper" before blaming him entirely.

      If he did make the assumption that you simply weren't going to show up because you were late, then simply explain the whole situation as you have done here so that he can see it wasn't your fault.

      Mark

      EDIT: Just read a reply that was written while I was writing this one!

      Lakshay,

      If he hadn't turned up to the office at all that day then he clearly doesn't value you or your time.

      He could have at least informed you via a phone call if his plans had changed before he went off to Jaipur.
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      • Profile picture of the author lakshaybehl
        Originally Posted by Mark Brock View Post

        I concur!

        What I will add though is that you should put yourself in his shoes for a bit. You were after all 7 minutes late for the meeting with this man.

        You've fully explained to us every detail about this, and about why it is you were late by 5 minutes (and then an extra 2 minutes going to the 6th floor to his office). None of it was your fault.

        Because you were late though, he may have made the incorrect assumption that you weren't going to show up because you were late to the meeting.

        He may very well have had some other important things that he needed to take care of that day out of his office.

        When you didn't turn up on time, it could have been possible that he assumed you weren't going to turn up, and so he decided to instead use his time to what he felt was in his and his business' best interests.

        Perhaps this was to go and do some work outside of his office; which could have been why he wasn't there when you did arrive.

        I know 7 minutes isn't that long, (especially considering the circumstances), but he didn't know the circumstances of why you were late, and he probably just assumed you weren't going to turn up.

        Like the quote says above, "...probe a little deeper" before blaming him entirely.

        If he did make the assumption that you simply weren't going to show up because you were late, then simply explain the whole situation as you have done here so that he can see it wasn't your fault.

        Mark

        EDIT: Just read a reply that was written while I was writing this one!

        Lakshay,

        If he hadn't turned up to the office at all that day then he clearly doesn't value you or your time. He could have at least informed you via a phone call if his plans had changed before he went off to Jaipur.
        That is exactly what I meant.. So what do you recommend doing now, Mark?
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        • Profile picture of the author Mark Brock
          Originally Posted by lakshaybehl View Post

          That is exactly what I meant.. So what do you recommend doing now, Mark?
          I'd follow the advice to make him come to you if he does still want this consultation.

          It may still have been a family emergency that made him forget to call you to cancel?

          It may also just be because he is incredibly rude?

          If he does call again, just simply ask him why he wasn't at the office when you went to meet up with him?

          You can then make a judgment from what he gives you as a reason as to whether or not you do business with him.

          If it was an honest reason (i.e. a family emergency) then give him the benefit of the doubt.

          I'd wait for him to call you though!
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          • Profile picture of the author MaskedMarketer
            Originally Posted by Mark Brock View Post

            I'd follow the advice to make him come to you if he does still want this consultation.
            That's great advice and can be used as a take away strategy.

            Exactly what recommend.
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            • Profile picture of the author lakshaybehl
              Originally Posted by MaskedMarketer View Post

              That's great advice and can be used as a take away strategy.

              Exactly what recommend.
              OK... so now I understand what you are saying. Thanks for the advice...

              -Lakshay
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              • Profile picture of the author MaskedMarketer
                Originally Posted by lakshaybehl View Post

                OK... so now I understand what you are saying. Thanks for the advice...

                -Lakshay
                I know "push him away" could sound in a mean way... and this is one way you can use as a take away (making him come to you).

                You can use take away's in various ways, so see what fits you and the client.

                Don't set anything in stone and don't make yourself too accessible.

                Even if you really want the client, the more it shows that you really want him the more he'll probably push you away.

                And the opposite is true sometimes. The more you show you don't want him, the more attracted he may be to you.

                Confidence and charisma can be useful during these situations.

                Good luck and let us know how it works out!
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              • Profile picture of the author trevortaylor
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                • Profile picture of the author lakshaybehl
                  Originally Posted by trevortaylor View Post

                  OK - I'm going to give you a different take on this. You've driven out to another city and your appointment has been canceled. It happens.

                  So why not take advantage of this instead of getting upset. You arrived there mid afternoon meaning you still have a few productive hours. It's a great opportunity to check out the area and talk to some potential clients.

                  If they're to busy to talk just leave your card and your sales pack. Make sure you get their number so that you can call them back in a couple of days time with a great offer.

                  But if you're not that way inclined you could just call in and drop your details off - the worst that can happen is they're not interested. In my experience if people have the time they'll talk to you -as long as you don't try to sell them.

                  Trevor!

                  You are basically right. I'should have done that anyhow.. But the locality I was in was a kind of closed door offices locality. Packing industries and such.

                  Today there was no chance of doing that, trust me.

                  But even if there were, I might not have felt very comfortable talking to a business owner without having setup an appointment...

                  How do you do that? Just walk in and ask who's the owner and then start talking to them?

                  Is this how that is done?

                  just asking...

                  -Lakshay
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  • Profile picture of the author tonyscott
    He might have left his office 4 minutes before you arrived?

    Tony
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  • Profile picture of the author Keith Ngu
    For appointment, I would normally call him one hour or half an hour before the appointment time started. The purpose I call him is just a reminder for our appointment. I have to make sure he is remember our appointment and will attend before I go out.

    Sometimes, there are some people that just feel that they might not want to meet us or they are really busy, then they will not pick up the phone. In that case, I'll not be going to meet him before he called me back. Most of the time, I just did not receive the call anymore as they just don't intent to meet us anymore. There's some people who are really busy at that time, they will call back and told me they will not able to make it at that time. So, I didn't waste my time go out and waiting him. In rare cases, there are clients that call me back and told me they are at the meeting places already. If that happened, I would tell him,"I was calling you just now to inform that I will be late 15 minutes, but you didn't pick up the phone. I'm on the way going there now" Of course, this only applied if your meeting place is near your houses. That's what I learn in one seminar that I attended before.

    In your case that your client is so far away, I will normally get him to commit something before I'll going to meet him. I'll ask him drive 10km, I drive 10km and we meet in the middle. If he agree, then I'll confirm that appointment with him. But, the best one is make him come over to my place. My rules - never ever go and meet clients in his office for the first time. I want him to at least do something, at least come out from his office and go to the starbucks nearby his office. The purpose I'm doing that is because I want to know if he's really commited for the appointment or not. If not, there's no point for us to meet. And one thing I do found out is when doing like that, I'll have higher closing rate. If I'm in his office, he's the master there. I want him to come out of his 'place' and I be the master of the environment.
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    • Profile picture of the author lakshaybehl
      Originally Posted by Keith Ngu View Post

      For appointment, I would normally call him one hour or half an hour before the appointment time started. The purpose I call him is just a reminder for our appointment. I have to make sure he is remember our appointment and will attend before I go out.

      Sometimes, there are some people that just feel that they might not want to meet us or they are really busy, then they will not pick up the phone. In that case, I'll not be going to meet him before he called me back. Most of the time, I just did not receive the call anymore as they just don't intent to meet us anymore. There's some people who are really busy at that time, they will call back and told me they will not able to make it at that time. So, I didn't waste my time go out and waiting him. In rare cases, there are clients that call me back and told me they are at the meeting places already. If that happened, I would tell him,"I was calling you just now to inform that I will be late 15 minutes, but you didn't pick up the phone. I'm on the way going there now" Of course, this only applied if your meeting place is near your houses. That's what I learn in one seminar that I attended before.

      In your case that your client is so far away, I will normally get him to commit something before I'll going to meet him. I'll ask him drive 10km, I drive 10km and we meet in the middle. If he agree, then I'll confirm that appointment with him. But, the best one is make him come over to my place. My rules - never ever go and meet clients in his office for the first time. I want him to at least do something, at least come out from his office and go to the starbucks nearby his office. The purpose I'm doing that is because I want to know if he's really commited for the appointment or not. If not, there's no point for us to meet. And one thing I do found out is when doing like that, I'll have higher closing rate. If I'm in his office, he's the master there. I want him to come out of his 'place' and I be the master of the environment.
      Hi...

      Nice idea, actually...

      So how do you tell them to come outside their office... I'd like to do this... Looks like an interesting idea...

      This way I will not even have to look for addresses...

      -Lakshay
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      • Profile picture of the author Keith Ngu
        Originally Posted by lakshaybehl View Post

        Hi...

        Nice idea, actually...

        So how do you tell them to come outside their office... I'd like to do this... Looks like an interesting idea...

        This way I will not even have to look for addresses...

        -Lakshay
        Hi Lakshay,

        To make him come out of his office is simple, just tell him you would like to meet him at certain place at specific time. If he could make it, he'll just agree and that's it. If he's say no, most probably he is really busy and can't make it. If he is really commit to meet up with you, he will personally suggest a place(most of the time he'll suggest meet in his office) and time to you.

        When he told you to meet in his office, tell him why don't meet at xxx (somewhere near his office) where you can easily know the place and no need take much time to look for the place. Just tell him honestly that you really don't familiar with that area and the xxx place is the only place you know. Most of the time, the business owner will say OK. If he's still insist don't want to come out of his office, just ask him if he's really that busy? If so, you suggest arrange another time for him as you want to save your time for another customer that's on the waiting list. Some of the business owner is really busy and still want you to meet him. When you go over there, your conversation is not really going well as there is some interuption from time to time. That's such a waste of time when he's not really listening to what you said.

        So, another purpose of getting him out of his office is we don't want any distraction or interuption...
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        • Profile picture of the author Steve Steinitz
          Hi Lakshay,

          One of Castaneda's books said something like, sorcerers consider the first event in a sequence to predict the nature of subsequent events. Meaning, if you go ahead with a relationship with this man, expect similar things to happen again and again.

          Steve
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  • Profile picture of the author BrianMcLeod
    Lakshay,

    Can I be perfectly frank with you here?

    At best, you have someone who doesn't honor his commitments. At worst, you have someone who doesn't value your time.

    In either event, you have a low value lead and you have more profitable activities to focus on -- like connecting with well-qualified prospects who say what they mean, do what they say, and want your expertise.

    The fact that he set an appointment with you on a day he knew he was going out of town is inexcusable. If it was an emergency or unexpected trip, he should have had someone in the office notify his appointments of the fact.

    I realize that when one is on a prospecting campaign one wants to "close" each and every deal... But it's never going to happen and wasting a moment's effort on "chopping wood" is a very low value activity.

    Too many profitable clients out there to waste effort on time-wasters and a-holes. Replace him with a new prospect.

    I recognize that walking away from potential business is a difficult concept for many to wrap their head around but it is ESSENTIAL that you become good at it if you want to maximize your time and income.

    A bad start like this rarely results in a good outcome. It happens, but it's rarer than hen's teeth.

    Good luck,

    Brian
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    • Profile picture of the author lakshaybehl
      Originally Posted by LoudMac View Post

      Lakshay,

      Can I be perfectly frank with you here?

      At best, you have someone who doesn't honor his commitments. At worst, you have someone who doesn't value your time.

      In either event, you have a low value lead and you have more profitable activities to focus on -- like connecting with well-qualified prospects who say what they mean, do what they say, and want your expertise.

      The fact that he set an appointment with you on a day he knew he was going out of town is inexcusable. If it was an emergency or unexpected trip, he should have had someone in the office notify his appointments of the fact.

      I realize that when one is on a prospecting campaign one wants to "close" each and every deal... But it's never going to happen and wasting a moment's effort on "chopping wood" is a very low value activity.

      Too many profitable clients out there to waste effort on time-wasters and a-holes. Replace him with a new prospect.

      I recognize that walking away from potential business is a difficult concept for many to wrap their head around but it is ESSENTIAL that you become good at it if you want to maximize your time and income.

      A bad start like this rarely results in a good outcome. It happens, but it's rarer than hen's teeth.

      Good luck,

      Brian
      Brian!

      You are right...


      In fact, I am used to saying NO to people when I do not get positive vibes from them.

      But this was different... I didn't reject them... they kind of rejected me... But in a very informal way.

      Hence I posted it here... But right you are. I will try to take more NO's... This is a normal part of business.. I need to get used to it.

      Lakshay
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  • Profile picture of the author MaskedMarketer
    I completely agree with what brain is saying. People make mistakes though, so at least give him one more chance. After that- kick him to the curb.
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  • Profile picture of the author George Wright
    Hi,

    That stuff happens. Here is what I've actually done.

    I call on every business in the area until I make the sale I would have made with Mr. inconsiderate. I do this even if I have to cut my price a bit just so the trip is not a total bust.

    If Mr. Inconsiderate calls me back I thank him profusely for getting me to that part of town as I was able to "sell" his spot to his neighbor.

    Of course there are variations of this but it's always fun, especially if what you sold was to Mr. Inconsiderate's competitor.

    This is the "short" of it I'm sure you can imagine the expanded version.

    George Wright
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    • Profile picture of the author lakshaybehl
      Originally Posted by George Wright View Post

      Hi,

      That stuff happens. Here is what I've actually done.

      I call on every business in the area until I make the sale I would have made with Mr. inconsiderate. I do this even if I have to cut my price a bit just so the trip is not a total bust.

      If Mr. Inconsiderate calls me back I thank him profusely for getting me to that part of town as I was able to "sell" his spot to his neighbor.

      Of course there are variations of this but it's always fun, especially if what you sold was to Mr. Inconsiderate's competitor.

      This is the "short" of it I'm sure you can imagine the expanded version.

      George Wright
      LOL... Yeah that would surely teach him a lesson... LOL
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  • Profile picture of the author maximus242
    Ask yourself this, If someone did this to Dan Kennedy or Gary Halbert, what would they do?
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  • Profile picture of the author igrowyourbiz
    Well I encourage you to stop chasing NEW customers, and discover how to get them to chase after you.

    Let them call and visit you.

    Existing customers...different story

    Someone who is PAYING you to visit...different story.

    Most of all remember.

    NO ONE will ever pay you more money or respect then that which you demand.
    -Business Coach Maurice
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