Moment of truth, continued

In the last blog, about what goes through the prospect’s head (mine, at least) just before choosing an IT Professional, ArtsyTECH posted a great comment:

“On the flip-side, there are many tire-kickers and time-wasters out there that drag negotiations on… and from the perspective of Freelancing, there are many interesting projects and decisive individuals that know what they want when they see it without extended pre-amble… after more than 10 years I’ve mostly found the latter relationships rewarding and the former dissapointing. Procrastination is a serious red-flag for me.”

That’s an excellent summation of setting criteria for ideal prospects, and sticking with your criteria. If you have a solid set of referrals, you can set your definition of a good prospect, and focus your effort on getting hired by them.

To me though, spending a couple extra minutes when a prospect is about to decide — reassuring, showing your interest, making suggestions, confirming whether you have addressed their concerns — is worth the investment of time. You’ve already spent time proposing, and already should have qualified the prospect by this point, so why not do your best to win the engagement you have chosen to pursue?

In diplomatic summary, I believe that ARTSYTech’s comments and mine both work, and provide a richer approach to making the sale.

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  • http://www.interactwebsites.com kwallenbeck

    I agree that a blend of both makes a workable plan. ARTSYTech does make a very valuable point with his post. If a potential client is willing to do some ‘work’ up front as in providing discovery materials and pics then the success of the proposal/project increases substantially!

  • http://www.primacognos.com bigduke

    Beck, somehow I’m falling out of that concept. I tried that last time, the prospective client seemed impressed, but they seemed to be the “cheap and best” kinds although I know they could afford it.

    As for Andrew’s post, its all about words, pick them carefully, show them you care for their investment, time and the project itself and will walk an extra mile with them and they’ll love you for it. Whether or not you get hired for the job is somewhat dubitable though. But hey atleast you made a good inpression.