Being judged by a prospect sucks.
Being judged by a prospect based on nothing more than a first impression sucks more.
Being judged by a prospect based on nothing more than a first impression, and they proceed to share their opinion with you, sucks most of all.
When I first put this Windshield Wisdom together, I just thought it was a good story with a good lesson for all of us to learn. Then last week the timing was right to bring it up with one of my Cool Bankers Academy classes (we were studying the types of buyers they will come across, and one of them is the Skeptic), and every single person on the Office Hours call had a story to tell, and what they did to overcome it.
Those stories the Cool Bankers shared led me to realize this topic is more important than I first thought. We all experience unfair first impressions that aren't related to our skills and abilities, serious and joking. It's how we respond in those...
I call it the "Ping-Pong Rule."
In ping-pong, we're facing an opponent on the other side of the table who's sole purpose is to hit the ball back to us in such a way that we can't hit it back to them. Our goal then, is to not only handle whatever they hit back at us with ease, but to return the ball in such a way that they're forced to hit easier shots back at us.
To put it in terms of our banking careers, whatever prospecting activities we undertake (or don't undertake) today, will come back at us tomorrow. It's up to us to determine how hard it's going to be to hit the ball back again...and that's what this week's Windshield Wisdom is all about.
1. Successful bankers avoid the stress of boom or bust prospecting routines that plague their less successful competitors. They understand that every day they need to be putting themselves out...
One of the first goals my first boss in banking set for me was to make 50 cold calls a day. His logic being, I didn't have an established portfolio, and the best way to find new customers is to reach out to your targeted leads, make cold calls, and schedule appointments to meet.
His favorite saying was, "Sales is a numbers game!"
What a load of crap. Give a banker 10 good leads they can work with, and they will close more deals than a banker with 100 cold call "prospects."
Fortunately for me (and in my opinion, to the benefit of the banking world. If anything because I was seriously considering quitting, which means that this whole Sales Math experiment would probably never have happened. Hopefully that thought makes you as sad as it does me.), he was forced out of the industry shortly thereafter, and my next boss allowed me to take an entirely different, and far more productive, approach...and that's what this week's video...
It's probably not the first thing you're thinking about when getting ready for your next meeting. It's certainly not the "sexiest" skill to learn.
I don't blame you if more of your prep time is spent planning better questions, or mapping possible outcomes.
So, what happens when your preparation includes matching the location for your meeting with the goals you're trying to accomplish when you're there?
It makes your job a whole lot easier...and that's what this week's video is all about.
1. Most of us look to 4 main options when scheduling a meeting...your office, their office, coffee, or lunch.
2. Which each of those are completely legitimate and viable options, it's important to know the pro's and con's of each.
3. By understanding which option to use for different people, at different points in the relationship, we're better able to match the venue with our goals for that specific, scheduled time...
A lot of banking professionals I see put the cart before the horse when they're out looking for good prospects, but you know there are other triggers that have to come first...and that's what this week's Windshield Wisdom is all about.
1. All too often, when we're prospecting what we're really doing is looking for deals we can add to our pipeline.
2. Problem is, because we're coming into the prospect's buying cycle later, those deals are often a lot less likely to close. We're setting ourselves up to be at a competitive disadvantage...where rate, term, or factors beyond your expertise and value, are the most likely differentiating factors.
3. Successful bankers don't play that game if they have a choice. Instead, they look for prospects earlier in the buying cycle and create engagement which attracts customers to their personal brand.
Matt Middendorp is a nationally acclaimed speaker and sales coach with...
Did you like my Wisdom? Please share it with someone who has always strives to be a true partner with their clients, and is looking for sales tactics that will help them get there more quickly and easily. - Matt
I've spent the last few weeks playing mad scientist with some of my favorite sales tactics. You see I had started noticing some trends when I've been out networking and on Do Together sessions with clients.
Did you like my Wisdom? If so, please share it with anyone who holds their breath when it's time to initiate that first meeting with a prospect. - Matt
I kinda had more fun with this Windshield Wisdom than I probably should have. My research took waaaaay longer than it was supposed to, largely because it was unbelievably interesting.
For example, last week we had a Friday the 13th. Did you know that 8% of Americans suffer from Paraskevidekatriaphobia, or the fear of Friday the 13th?
If you are a victim of Ophidiophobia you may not want to come to my house. We have 4 pet snakes in the basement.
Daffy is watching, waiting for the right moment to get even for all the times you laughed at him during Saturday Morning Loony Tunes. Is that Donald and Daisy again? Why are they following us around Disney World? You probably don't live near a pond if you have Anatidaephobia.