Be A Bulldog - Reject New Prospects

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Copyright © 2009-2010 Scott Bywater


This article is going to challenge some people, so if you like things sugar coated or to hear the latest ra-ra-ra positive thinking... prospect, prospect, prospect... or outdated sales advice, you probably should stop reading.

Why?

Because I am going to show you how to push prospects away.

Sounds crazy, doesn't it?

But let's face it, you've only got so much time and if you spend it speaking with anyone who is unqualified and unlikely to buy from you...you'll be wasting it.

Think of yourself as a bulldog. And think of your time as a bone.

Now if someone walks up to a bulldog and tries to take his bone away from him, what do you think he's going to do?

He's going to defend his bone, right? He's going to hold on to that bone for dear life. And you had better be ready for a fight if you're going to take it away from him.

But how about your time - do you defend it with the same amount of vigour and enthusiasm? Or do you just give it away as if it meant nothing to you?

Listen, when you give away your time and nothing happens, NOBODY WINS.

You don't win. And your prospect doesn't win.

It's a lose... lose scenario.

You both end up wasting time.

And that's why I recommend making your prospective customers jump through a few hoops before they can get to you.

Make them fill out a questionnairre or two.

Make them pay a small nominal fee to get access to you.

In a nutshell, make them take some form of action to demonstrate to you they are more than just curious... that they are serious.

That's how you increase your closing rate - not via learning 100 new closing techniques - but by ensuring those you speak with are extremely qualified.

Of course, you've got to have brass balls to do this. It takes courage. It's not easy. And some people will get annoyed about the fact you don't answer your phone every time it rings. Or say "how high" whenever they say jump.

But if you do this, you're not serving yourself - because you won't be ultra productive - and you're not serving your customer because they will be spending their time even if they are not qualified for your service.

So instead of spending your time speaking with unqualified prospects, spend it on mastering the strategies to get more people calling you...

Setting up joint ventures

Developing an online lead generation system

Creating reports which educate your customers so they pre-qualify themselves before calling you

Writing emails

Implementing social media strategies

Sending out fax streams

Writing a blog

Renting a mailing list and sending it directly to qualified prospects

Setting up an online affiliate program

... all of which you will be walked through step-by-step when you get your hands on http://www.morecustomersmadeeasy.com/

So it's time to decide. Will you continue to beg for new customers? Or will you protect your time like a bulldog protects its bone, and get your customers to respect your time and see you as the only solution?


About the Author:
Scott Bywater is a direct response copywriter and the author of "Cash Flow Advertising" and "More Customers Made Easy". Although Scott is accepting very few clients, he generously shares his experience on copywriting at his web site at http://www.copywritingthatsells.com.au/


Read more of Scott Bywater's articles.