Your clients might lie through their teeth, but treat them as though you trust them with your life!
Let me tell you the truth, for real. Your client, the one that gives you that feeling in your stomach that something isn’t right, is going to say one of two things. They will tell you what you want to hear, because they can’t say NO. Then when it’s decision time, they will be nowhere to be found. Or, they will tell you that your competitor has outbid you by a landslide, because they want a better price and they know that if they twist your arm, you’ll give it to them.
OK, so games aren’t for you. They aren’t for me. I’m an up front and honest person. You SHOULD be up front and honest. This will take you far in life and business. Just don’t call them a liar. Take the information that you are given as truth…. and trust your instincts to know that they are playing a game. Then move accordingly.
For those clients who are telling you “yes, yes yes” right up to the end, don’t go to the end. Catch them in the yes phase and do what you can to get them to commit. Get that yes in writing before they can disappear. If necessary, make them think they are committing. For example, you might be meeting with a client and they’ll be fully engaged and committed in their conversation, but you don’t have the contract ready. Grab a pice a paper, jot down a sentence or two that sound contractual and ask them to sign it. Tell them that you just need a signature today to get the price you have discussed. Then, go back the next day with the official paperwork and get the signature. In the meantime, it commits the client until you wrap everything up.
For the clients who are telling you that your competition has come in with a more aggressive bid, this is a little more challenging. This is where doing your research comes in handy. You’ll need to know a little about your competition. If you aren’t sure, you need to work a little with them. Your proposal should be competitive to begin, but leave some wiggle room. Play along, but don’t give it away. You’ll also need to be sure you’ve really listened to your clients needs and met them with your proposal. The key with this client, really show the value. You’ll need to use your sales skills for this one. Compare your product to theirs. Explain why your product may cost a little more but offer so much more. Explain why your competition may not have met their needs but you listened careful to make sure those needs were met. By using this tactic, the client is really opening the door to allow you to educate them.
Take advantage of these situation and use their lying to win the sale!
Taking clients out to lush and lavish dinners, sporting events or nights on the town. Working 4 hour days and spending the rest of the afternoon on the golf course with your favorite client. A little wooing and the client would be wrapped around your finger and your goal would be met for the month. Ah, those were the days.
The cold call. OK, I’ll admit it. I feel a rock in the pit of my stomach when I hear the words. As with any other challenges, it’s always the anticipation that is worse than the actual experience. Oh sure, there is the once in a blue moon when you might get hung up on or kicked out of the office, but if you are real, sincere and honest going in, that sort of experience is rare. 