You’re Not a Good Prospect For Me … Of Course I’ll Help You!
As the prospect discussed her needs, you are becoming increasingly aware that this is simply not a good opportunity and certainly not worth your time. Her quantities are low and she is vague in her request, meaning it will likely consume your time but not yield much. All signs are pointing in the wrong direction.
And yet, you still help her out. Why?
Naturally, not every opportunity that comes your way is worth pursuing. Occasionally, you come across something way too small for you to even consider. Or maybe it’s a product or service not in your wheelhouse. The smart thing to do would be to give her a price that screams of, "If I do this job, at least I'll make some money on it."
The smarter thing to do is to find a way to meet her request.
Here's the thing: call it karma or "doing the right thing," or maybe it's just your mother's voice in your head, but this is the kind of situation whose reward might just show up in the future. This nuisance prospect could be connected to someone of greater potential. You never know who she is related to or neighbors with, and suddenly your, "this is not something we do, but I'd be pleased to offer some assistance all the same" results in a phone call from the president of Humongous Corporation that starts like this: "You were kind enough to help my wife the other day, and we would like you to come in for an appointment to see what you can do here."
The time management coach in me says, "Say no to the little things." This situation, however, is the exception to that general rule. Whether it's handling the job in-house or making a recommendation to this nuisance prospect on a better source (and then following up to make certain everything went well), it's never a bad idea to take the high road.
Listen to your mother. Do the right thing for the right reasons. The Universe is paying attention and will reward you.
If you want to sell more in less time, go to BillFarquharson.com and click on the “Training” link in the header. If you need sales and want ideas for gaining more appointments, buy my book, The 25 Best Print Sales Tips Ever! on Amazon.