Final Fans

Disqualifying a potential small business customer is a tough job. When you’re in sales, every opportunity is a possible moneymaker. We all like to be optimistic and believe that our relationships will be profitable. It’s very difficult to look at a new sale and turn away from it just because your gut tells you to.
But you must disqualify those suspect small business prospects. Select the best ones. It’s one of the greatest benefits of operating in this marketplace. Make use of it. Stick to your guns. Be strong. Think long term. Don’t focus solely on the lost revenue—think of the increased costs and potential losses that could occur if you make the wrong choice in selecting a client. If the fox doesn’t meet your standards then move on. Find another one. Have the self- confidence to reject those prospective foxes that just don’t make the cut. There’s so many more out there! Don’t be afraid!
Oh, by the way, guess who called me the other day? None other than my old friend Brad. He wants to let bygones be bygones and is interested in upgrading his entire system. He’d like to work together again and is talking about spending “a big chunk of change.” He hasn’t changed, though. He’s still a disorganized mess and a rogue. He was already complaining to me about the three other software companies he tried to use, none of which met his standards. He wants to spend a not insignificant amount of money with me and we’ve been having a slow month..
I gave this opportunity a lot of thought and finally decided on the best course of action: I referred old Brad to one of my competitors. It’s always good to spread the joy, don’t you think?

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