True story. A vendor, trying to get a friend of mine to upgrade to a more expensive package, says to her, “Maybe this time next year, you will have actually FOUND a job, and will be able to spend more money on us.”
Where to begin? The vendor clearly knew enough about my friend to know she didn’t have a job, but obviously hadn’t taken to next step to learn whether my friend wanted to find a job. She didn’t. So the vendor’s first mistake was a failure to ask purposeful questions and discover my friend’s wants and needs. His second mistake was his tactless words of hope for her future employment. His third egregious error was assuming, stupidly, that spending money in his company was a priority for my friend.
Three stupidities in one short sentence. That takes talent.
Don’t do this. Take the time to find out each prospect’s wants and needs. Think about what’s important for your prospect regardless of what you have to offer. It may be that your goods and services aren’t a good fit for the prospect. Asking purposeful questions will help you determine this. If what you have to offer would benefit the prospect, then show why and how this is so.
Certainly don’t passive-aggressively beg for business. And don’t insult your prospects.
