Speed without control: better follow up [video]
#SmallBusiness60: Episode 4
When you're driving down the road, you can lose control and focus for any number of reasons:
- The kids arguing in the back;
- That singalong tune on the radio, or;
- An unfortunate encounter with Ronnie Pickering (remember him?).
Just like the ways you can lose control and focus when driving, the same can happen in business.
The first course is set when your visitor fills in a web form or calls you.
Interest quickly cools if you don’t provide immediate value on the phone or in your follow-up emails.
When you meet with them, if you don't define the meeting agenda, then your prospect does. And then you're doing business on their terms.
When you send your proposal, it should not only meet their needs, but should provide maximum value to both of you, including options for enhancing what they buy.
Your terms of engagement should clearly lay out how you will do business and what you expect of your buyer as well.
Your payment structure should reflect when you do the work, not invoicing a month after you've started and paid another month later.
And by only doing work you've done hundreds of times before, you control delivery quality. Not doing something for the very first time on a client's whim.
Speed without control in business is like getting Richard Hammond on a bad day when you really wanted The Stig.