In the world of business, we deal with all sorts of individuals and with that comes a variety of personalities. Each carry with them their own set of expectations, experiences and decision making processes.
With these differences, comes the need to accommodate their expectations and ensure their needs are met accordingly. This of course takes a high degree of flexibility to gain their trust and respect. This can mean longer sales cycles or more effort being put into the sales process to help generate the results needed to gain the business.
Considering the title of this blog, its fair to say we’d be more so focusing on how to bring back to life a lead that you had some degree of interaction with but was unable to generate business from. This could’ve been someone you had multiple conversations with and expected those interactions to lead to something great but instead went sideways. Or it could’ve just been someone who was just difficult to get across to from the beginning and you just found it easier to take your foot off the pedal and to let that one slide.
Either way, the need for you to accept that not everyone that comes into contact with your organization will be a great fit for you is what could potentially free you from a lot of limited beliefs that could then cost you money in the end.
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Today’s blog is about learning how to uncover those same leads that you once believed were lost causes. Now just like anything else we speak about on this business blog, we’re going to break this task down into a series of steps. Each of them being about how to consciously uncover something that could cost the other step a series of results down the road.
In today’s example we’re going to focus on a specific type of lead that I’m sure we’re all familiar with. That is the lead who you hold multiple conversations with and someone who doesn’t give you any degree of trust along the process. At any given point in time, you could be speaking about nearly anything close to what type of product they offer that could potentially solve their concern yet they still not to take the bandaid off to help heal the same concerns that brought some degree of concern into their business.
Whether that be discussing your product overview and not choosing to move forward with it or giving you and your team a headache in terms of expectations that you know are beyond your scope of work.
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Im sure you’re wondering now well for starters, how can we prevent leads like these entering our system? But also, how do we work with them, if we do have to work with them?
Let’s start out with our preventative methods first. When it comes to attracting business, its best to say that its predicated on a series of tasks. Building a business and brand that we stand by, would be a great place to start. Coming up with a product or service that does a great job at solving a problem would be another great place to start. It not only takes a good chunk of time and effort to make a business thrive, but also a good degree of communication with positive minded, abundant thinkers that all add to each other’s greatness.
Once you have a solid and stable business you can count on, having a high degree of authenticity that stands behind your brand will most likely be something you can count on in the long term. It will not only help keep your ship afloat, but it can bring you goodness in all areas of your operation. From your employees finding satisfaction in their work to your clients finding satisfaction in your product. Both of these results then only lead to higher degrees of performance in the long run and fulfillment in all that you do, which only leads to referrals flowing in from your employees with them referring their friends and family to work for you to your clients referring all those they know to hire your team and organization to generate results for them as well.
Keeping your ship tight and steady will certainly help in the long term in regards to solidifying a stable operation. Not only will this help prevent any cracks along the way, but it will ensure that only goodness can sustain a strong a powerful operation like yours.
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In terms of how to work with difficult leads that have once come into the picture but hadn’t ever exchanged business, its best to view them as an opportunity to show them what a well trained and stable business is capable of generating for them.
In other words, this is an opportunity for you to see how you can take one small limiting belief that they may hold and help them eliminate it by showing them what your organization is capable of. Standing by your word, helping them uncover their own limiting beliefs and standing by something that brings them goodness in the long run is truly something you can do without much more effort than you would any normal client that you typically attract.
The only difference here is just maintaining a high degree of faith in your work, the production of your team and everyone else involved. Once you can do that, everything else is essentially natural to take place on its own. Either they decide to put those limiting beliefs aside and work with you then or they work with you later on. Either way, the business is still yours to earn in the long run.
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Until next time my friends, keep your head up and know that whatever “obstacle” comes your way throughout your business journey, it's really just a blessing in disguise.
XO
-Bauer
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