9 replies
Hand my prospect a blank agreement.

When I am meeting any small business owner or decision maker who is authorized to sign on the dotted line I NEVER EVER EVER give them a blank agreement it's time to go over the contractual obligations that outline the services being provided and what's expected from both parties.

But!!!

What I ALWAYS ALWAYS do is hand them a contract that's completely filled out from another client who's already doing business with me.

There are two psychological factors involved here so let me explain why I do what I'm doing.

Firstly and foremost the and the biggest reason I never hand people a blank contract is because it tends to make people nervous. Yes I know already that it doesn't make every one nervous but still I have made it a practice to not hand any one a blank contract. There's just something about holding a blank contract that sometimes messes with peoples heads and that's not what we want. We want comfort, peace and easy feelings.

Now what does handing them a completely filled out and signed contract from a business that's already using me accomplish?

Firstly it's represents ZERO threat to them. It provides social proof with out really saying its social proof or the good old, hand me a referral list request we sometimes get.

Secondly it shows them what they WILL be agreeing to and signing in the near future and that I am consistent in how all my clients are serviced and treated. I go over every point of the contract making sure that I'm pointing out the things I want to stress on the other clients contract that they are holding.

I'm holding the blank contract, the one they are about to sign. Once I'm finished going over everything I then take the filled out contract they are holding away from then and boldly put the blank one in their hand and tell them its time to fill it out and get things started.

In most cases they just do it without any resistance because I've washed away the mental stress and anxiety that many people have when holding a blank contract.

Hope this helps some folks!

Cheers!
  • Profile picture of the author Jason Kanigan
    Good tip, Rus.

    "Getting out of our own way" is a huge thing in Sales, and this is one of those "differences that make the difference."

    I'm sure Rus removes any personal info from the first version of the contract.
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  • Profile picture of the author tryinhere
    Would every business want their personal contract details just shared around ? / would it not turn some off from signing up, to know their details and information was being shared with randoms is not a good thing.
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    • Profile picture of the author Rus Sells
      Seriously you have to ask that question? It's kind of obvious I hide the business details and only show the scribbled signature line if that.

      Originally Posted by tryinhere View Post

      Would every business want their personal contract details just shared around ? / would it not turn some off from signing up, to know their details and information was being shared with randoms is not a good thing.
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      • Profile picture of the author tryinhere
        Originally Posted by Rus Sells View Post

        Seriously you have to ask that question? It's kind of obvious I hide the business details and only show the scribbled signature line if that.
        arh ok so it could just be a dummy with anything witten it it and scribbled out, lol dont worry i am having brain fade / and not thinking to well latley, time I went and rereshed up the grey cells / to much work not enough play, sorry for what seems a stupid Q now.
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        • Profile picture of the author Rus Sells
          No bro, not a dummy! Use a real one just mark out the clients business name and address to protect privacy that goes without saying I would hope!

          Originally Posted by tryinhere View Post

          arh ok so it could just be a dummy with anything witten it it and scribbled out, lol dont worry i am having brain fade / and not thinking to well latley, time I went and rereshed up the grey cells / to much work not enough play, sorry for what seems a stupid Q now.
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  • Profile picture of the author John Callaghan
    I use the same strategy and it works like a charm. It's also a great way to upsell more services.
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    "I am the master of my fate: I am the captain of my soul."
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    • Profile picture of the author Rus Sells
      Yes its a GREAT way to up sell without actually up selling! Great point!

      Originally Posted by John Callaghan View Post

      I use the same strategy and it works like a charm. It's also a great way to upsell more services.
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  • Profile picture of the author enavagate
    I had heard of the never handing out a blank contract before but never thought about leveraging my current clients that way, that's awesome!
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    • Profile picture of the author Rus Sells
      The front page of my contracts list in bullet point fashion all the services I provide. I try and pull out something that happens to have more services contracted for then what I am discussing with the current prospect.

      I made a thread about it awhile back but its probably somewhere deep within this section of the forums. = )



      Originally Posted by enavagate View Post

      I had heard of the never handing out a blank contract before but never thought about leveraging my current clients that way, that's awesome!
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