You know when you send a proposal and then you don’t hear anything back?
Infuriating, isn’t it?
Or you have a conversation with a prospect, who agrees to work with you, then goes silent after you send the contract?
Makes your blood boil, doesn’t it?
I’m noticing an unnerving trend towards verbosity.
To be verbose is to have “verbal diarrhea” – using too many words. Using the WRONG words is a problem as well, particularly with the service providers I’ve met lately.
When I ask them “what do you do?” they reply with a run-on sentence that begins with “well …” and goes on for five minutes.
Which is a bad start.
Clear and concise communication makes it easier for your right people to understand you.
And understanding is crucial to selling. I’m going to find it difficult to buy your thing if we’re not speaking the same language.
It’s election time in Malta.
They do it properly here: street parties, face-painting, blanket media bombing and scathing tit-for-tat accusations and counter-accusations.
This time around, politicians from both parties have been reported to the police, or hit with libel suits, or dragged through the gutter press amidst rumors of blackmail, nepotism and even drug-dealing.
It’s exciting stuff, although I can’t imagine a less forgiving way to spend your days than pursuing a career in politics.
That’s better left to the professionals.
I get this question a couple of times a month:
“So I’m doing really well with my free consultations. I spend an hour on my prospect’s problems, give them great solutions. I get fantastic testimonials and people seem to really appreciate it, but they don’t end up buying anything.
Some even tell me that I’ve solved all their problems for them, and they don’t need me any more. I’m TOO good, right?”
Well, wrong, actually.
First up, praise doesn’t pay the bills, even thought it makes us feel a little better about ourselves.
Which is useless if we’re hungry.
You don’t want to be fluffed by your prospect. Anybody who doesn’t stick around for the money shot might just have been along for the stroke.
That’s one of the reasons I don’t do free consultations any more.
What prospects SAY doesn’t count as much as what they DO. And what you want them to DO is buy your stuff.
This isn’t one of those of those famously inspirational Kimberley emails.
In fact, this is the opposite.
Today, unfortunately, it’s nothing but doom and gloom and misery and slum-sucking despondency.
But it may leave you feeling just a little bit better.
Because today I’m bearing the message that even if you’re doing everything right, you’re still going to fail.
90% of the people in your world won’t buy your stuff.
(Which is why, of course, you need to ask more people.)
Most of the time that you stick your neck out and ask for the sale, you’re going to get pushed back.
And you’ll feel that you’re howling into the wind.
So far so miserable, right?
However … there’s some good news.
The first bit of good news is that 10% of the people in your world is more than enough to get booked solid (unless you only know 10 people).