CHARGE YOUR CUSTOMER $1,000 FOR YOUR NEXT SALES CALL
This week I had to reach out to a company to inquire about the services they offered. Like most buyers today, I started my buying process online and I found a company that I felt could serve my needs.
When I contacted the company I was shocked and surprised to see this information:
- Read this page and submit the online application.
- The XYZ Company will contact you to let you know if we're a good fit for your needs.
- Assuming a good fit, The XYZ will set up a one-hour consultation session with up to two of our experts in order to understand your needs in more detail and to offer guidance and approaches for reaching your objectives. Our expectation is that by the end of the hour, we would both have a clear understanding of what are the most important steps to focus on so that we may write a cost letter or proposal for the proposed work if appropriate based on the outcome of the consultation.
- There is a $1,000 fee for this initial consultation.
We look forward to working with you!
After I recovered from the shock of this approach, I thought, "What a spectacular approach to have for each and every sales call!"
Now, before you think that I have gone crazy, I'm not advocating actually charging your clients a fee for your time. I am suggesting that you should stop and think about your last ten sales calls and ask yourself, "Did I provide enough value to my client so that he would not have flinched had I invoiced him $1,000 for my time? If not, why not?"
Each and every one of your calls should have an agreed-upon objective to help the client advance toward his predefined success criteria. Are you simply meeting with client and saying "yes", "yes", and "yes"? Well, that's a red flag that you are not providing value. You are not driving a process. You are simply a relationship rep who does not want to rock the boat.
In order to provide real insight on a sales call, I would want hear:
- "Have you thought about...?"
- "My other clients have found a great deal of value in ...."
- "You may want to...."
- "I like that idea, but...."
- "I recently had another client try that exact same approach and she found...."
- "Given some of the most recent changes in the law, you may find that a better approach to consider would be...."
- "In order to meet the deadlines we have discussed we will need to...."
- "You could really help to accelerate this project and dramatically reduce your costs if..."
None of the above statements are "yes" responses to a customer. They are examples of a consultant providing fresh ideas, market insight and true value to a client. You should be developing, documenting and driving the client's buying process alongside him.
NOW YOU CAN CHARGE $1,000 FOR YOUR SALES CALL!
All the best,
