Stop trying to convince people!

Posted by Wildfire Marketing Group | March 29th, 2008

A mistake that a lot of business owners and sales people make is trying to sway everyone to their way of thinking. It will never happen, and spending time trying to do so is usually a waste of your time and resources. Think about it like this. Let’s say that you are a motivational speaker and you’re meeting with a prospect about putting a program together for their company. This particular prospect believes that he can simply motivate their employes on his own, even after you explain your tremendous amount of experience in the field, multiple certifications and degrees and even several glowing testimonials from clients in the same industry as your prospect. What do most people do in this situation? They often spend a lot of time trying to convince the prospect that they bring more value to the relationship, usually to no avail. If your prospect doesn’t already believe that there is significant value in what you provide, you should move on to one that does. The most effective use of your time and resources is to target prospects that already understand the value of what you provide. The best prospects will be the ones who have previously chosen business relationships based primarily on price rather than value, and have seen the shortcomings as a result.

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