False hope is hopeless!

This year I learned a truly valuable lesson. Not about making more sales directly but about spending my most limited resource more smartly.

The resource...? Time of course.

You see I am one of those people that see things through rose coloured spectacles. That means I see the potential in everyone and every situation.

So a client that says “That might be of interest at some stage in the future” could well be trying to be nice and get rid of me. It happens a lot in New Zealand. But do I see it that way – no! I hear “The door is open to further discussion. Come on back!”

The end result is many hours a week chasing potential business that actually has no real potential. My pipe line is always full, but there is far too much ‘dead wood’ in there.

Ring any bells for you? Does someone you know or someone in your team do this?

The answer is simple to understand but not always easy to do. Ask the client for clarification.

A client I have done several pieces of work for recently appointed a new GM. He and I did not connect in the same way as the old GM. Obviously I went to see him to look at options but he did not have, as he said, “any projects for you right now Bill.”

I asked if he minded me staying in touch and he said that I could ring again if I wanted. There was something in his voice so I asked “Is that the sort of thing where I keep ringing and you keep saying you have nothing for me?” He told me that it was.

It was surprising how relieved I felt. I knew at a basic level that my time with this client had run its course but the hopeful side of me wanted to hang in there…just in case.

But no. This was over and it was time to move on.

Once this became the common question I was astonished at how many prospects I thought were alive and kicking were actually just me hoping it would happen.

It has saved hours in a week and allowed our organisation to pursue different options that have led to more business.

So be aware that hope can be hopeless and be braver in asking that tough question. You will do both of you and your client a favour.

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