SANDING OFF THE EDGES… most Salespeople operate under the premise that "I treat everyone the way I would like to be treated". It's an excellent measuring stick when offering great Customer Service. On the other hand, it does not take long to realize that… you can easily overdo it. When you do, you end up working 24 hours a day &/or your level of production suffers because you are "trying to please everyone". So what's the solution?
Here is your ACTION STEP… pleasing everyone is impossible. It wastes the time of our best customers. As author Seth Godin says… "The math here is simple. As soon as you work hard to please everyone, you have no choice but to sand off the edges". The concept of "sanding off the edges" means that you decide to please some people less in order to please others more. It all boils down to your Definition of Service. In order to arrive at your particular Definition of Service here's some questions you need to answer:
1. How many sales/how much revenue do I intend to make this year?
2. What is my definition of a HOT lead? ( will buy in 15 days, 30 days, 60 days, etc.)
3. How many HOT leads do I need to make that happen?
4. How many hours a day do I need to work to identify and service that many HOT leads?
5. Am I prepared to put in that much time?
The Big Question: Am I strong enough to SAY NO to all those who do not meet my criteria to qualify as a HOT lead? Am I able to recognize the danger of "serving everyone"? Once you are able to say a resounding YES and then it will be much easier for you to "sand off the edges". Eliminate the Time Vampires. Now you can spend all your time serving people who really need you. NO Excuses.