Eye Contact and Level of Commitment

I posted the following in response to a question on LinkedIn ("With the buyer having so much access to our pricing, solution, competition and client base – what strategies are you using to regain a semblance of control in your selling process?").

I'm re-posting my response here because I mentioned Michael in my response and encouraged the person to purchase "Book Yourself Solid." It also has a few "Think Big" ideas that many people won't get...but I have full confidence that they will be gotten here.

Best wishes for your continued success,

Mike

"Scott, it all comes down to eye contact and level of commitment.

I'll be honest with you...I'm like every other person on LinkedIn. I'm trying to make a living and pay my bills. But the reason I went into business for myself is best expressed in Michael Port's "Red Velvet Rope Policy" from his book "Book Yourself Solid." The Amazon link is below, and I highly recommend it. Just like an "exclusive" club, I feel that every business owner must clearly define (and not stray from) their "ideal" client.

And you know what, Scott?

EVERY time...100% of the time, without fail...that I have done my homework, studied my prospective client and their industry, and approached them with confidence and solutions which are clearly custom-tailored for their immediate needs...that prospect has become a client.

Not "sometimes."

Not "once in a while"

Not "every now and then."

100% of the time.

That means waving bye-bye to short-term "easy money."

But you know what?

Money is NEVER easy.

The clients who appear to be a "bada boom, bada bing" on the surface are often the most difficult, high-maintenance clients of all.

I take my time. I do my research. I approach the prospect. I qualify them very early on in the process. I do not waste time with prospects who are not a good match for my business. If I can't give them my best, I give them nothing.

How do I deal with my competition?

Scott, I don't HAVE any competition. I surrender nothing.

I don't need to regain control. I never relinquish it.

99.9% of strategic warfare is conducted in the mind, before the players set foot on the battlefield. That's where the battle is also lost."