A Fish in the Sun

It’s 90 degrees out and you are sitting on your deck. A neighbor comes by to say hello. He’s carrying a cooler. Apparently, he’s just returned from a morning of fishing and wanted to share the bounty, knowing how much you love seafood. Reaching in to the cooler, he pulls out a handsome fish and offers it to you. You accept, offer your thanks, and the neighbor leaves.

Pop quiz: What is your next move?

1. Set it down beside you and deal with it later
2. Bring it inside immediately and put it on ice
3. Throw it out immediately

On a 90 degree day, there is a certain urgency. Fresh fish and a hot sun do not blend well. That rules out option A. Both B and C share an immediacy. Even if you don’t want it, you are still going to deal with the fish asap.

The next time an email inquiry comes in from a client or prospect, think of it as that neighbor handing you a fish. An immediate answer to the question is ideal, but even if that is not possible, prompt acknowledgment that the email was received is a good substitute.

How long before responding is too long? I don’t know, how long would a fish last in the 90 degree sun?

Fail to show some kind of prompt response will result in a stench. As the minutes tick away (minutes that, to you, are inconsequential), will soon cause the customer to reach the conclusion, “They stink!”

Go to BillFarquharson.com and click on the “Training” link in the header for more information or to contact Bill and discuss your sales challenges.