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How To Turn Your Most Annoying Problems Into Pure Profit
By Leslie Buterin
Here’s a fantastic sales tool for you to use in first time meetings with executive-level decision-makers. A tool that’s so powerful it’ll literally leverage your problems into profits … and it’s a hoot!
Included in Mike’s recent order for 200 copies of, “Outrageous Temp Stories” were the words, “To use in a yet-to-be-figured out approach with prospects.”
I replied, “Great idea! Read these excerpts from Sales Caffeine e-zine, then, see my comments.
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Question:
I’m in the contract staffing business and recently had a situation where one of our “temporary” employees left a key client of ours hanging and walked off the job with zero notice. I’m trying to use this situation as an opportunity, but the client is so mad that he won’t return calls. Any suggestions?
Answer:
The Reason Customer Is Angry Because You Bragged About How Great Your People Were, Never Admitting That Something Could Go Wrong …
If you would have said, “Part of our quality guarantee is, if there was ever an employee incident, and lets face it, from time to time all things are possible, all you have to do is give us a call, scream at me personally, and we will send a replacement at no charge to complete the job.” You’d still have your client!
In the staffing industry we have a million and one “no show” and other stories we swap amongst ourselves. Like the one about … the staffing representative who asked the “temp”, “Why is the social security number on your paycheck different from the social security number on the sign-in sheet?” The “temp” slapped the palm of his hand against his forehead and said, “How dumb! I put down my emergency social security number!”
And the one about the employee who said, “I couldn’t go to work because, uh, we had sub-zero temperatures and my dog peed on the garage door, so the garage door froze shut. Yeah, that’s it. The garage door froze shut and I couldn’t get my car out.”
I can hear you thinking, “Lord knows, life is stranger than fiction. Now, how exactly does all this turn into outrageous profits for me?”
You can do what Mike now does, …
“Use Outrageous Stories As A Way To Be Forthright With Your Prospects About Realistic Expectations-In An Enjoyable Way!”
Mike’s comment? “Wish I’d had this sales tool last year when I lost a good client for the same reason.”
“Outrageous Temp Stories” may not be right for your business but you can use the idea to leverage your problems into business with prospects. How many times at the end of a day have you chuckled and said aloud, “I should write a book!”
You know you have. We all have. So do it.
Brainstorm with your colleagues a couple of dozen of the product/service problems you already know to anticipate.
Write Them Up As A Booklet, Brochure, Or Letter. Doesn’t Have To Be Anything Fancy, Just Funny.
Hand your Outrageous Stories to your high-level prospect. Tell ‘em upfront, “In our business, as in yours, stuff happens. In the event something like this happens … and I want you to know every now and again it does … your contract with me assures you that I’ll handle these kinds of issues. You don’t have to. Here’s my direct phone number. Call me. I’ll resolve the situation to your satisfaction by the next day of business.”
Are you wondering, “Les, should I really tell prospects all of the problems that can happen in the beginning of the sales call?”
Well, not all of them. But enough to let your prospect know, you know your business.
Folks at the top are realists who don’t like surprises. They know business is about solving problems and relentlessly search for honest business relationships. They want to know what to expect. And are thrilled to have a recovery plan from the beginning for if/when outrageous situations arise.
Whether you’re a recruiter, contingency staffer, or any other sales pro, you’ll be surprised at the relief you feel and how quickly your prospect signs on the dotted line when you take the plunge and divulge your very own “Outrageous Stories.”
Forward this article to friends—they’ll thank you for it!
For your mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit www.ColdCallingExecutives.com ! Or call Cold Calling Expert, Lead New Business Development Coach, Leslie Buterin (like butterin’ bread) at (816) 554-3674 9-3 CST (that’s Kansas City/Chicago Time)
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