When I first started out as an account manager selling IT solutions to businesses, my new-lead pre-qualification mindset sucked, big time!
Not only did it affect my ability to find and work with new best-fit clients, it also drained my previous employers’ resources when bad-fit clients came on-board.
My obsession with wanting to nail every deal was terribly misguided. If I didn’t win business all the time, I felt deflated.
My poor mindset, translated into words, promoted the perception of a desperate and needy sales guy – and potential clients (subconsciously) knew this. Yep, master / slave “business” relationships are made of this stuff.
Here’s an example of my old mindset when a potential client called (cue my cringe):
Prospective client: “We need to sort out our <insert perceived IT need here> “
My thinking: “Cool, a new lead. I love getting started with new clients. All the endless possibilities! Now, what are those new deals that I’ve been told I must sell to clients? Let me at ‘em.. ”
Potential client: “Our <current IT situation here> is OK, but we need to make sure we’re doing all we can to protect our <insert IT term>, grow our <insert another IT term>, become more <insert benefit> and win more <business / market-share>”
My thinking: “Great, they’re hot. They need what we offer and they’ve got goals that we can help them achieve. They sound like a good fit..”
Potential client: “The challenge we’ve got is budget and timescales. We’re looking for a very competitive price and we need to get started quickly, so we’ve asked a number of other companies to quote, including you and we need quotes back within the next 24 hours. We also need to open a line of credit with you, so we can pay on 90 days” Continue reading “Pre-Qualifying Clients – What’s the big “deal”?”