On this issue, there is no doubt: Time is Money! You must Decide how your Time and Resources invested in Each Cycle you choose to Work.
As you approach 2016, there are things you can do as part of my Theme of Start/Stop/Continue I put out there for each new Quarter or New Year. Decide early the time you will allocate across each Account/Opportunity. Equally important, determine how much time you are prepared to invest when you receive nothing in return.
Quid Pro Quo is Latin for “this for that” and can help you balance your time and resource investment in each account.
In every sale there comes a point where you, the seller, have to decide how much time to invest in a particular customer and situation. Determining your time investment for each customer doesn’t mean you will stop doing everything on the account, but that you will prioritize and find a stopping point for Situation. Smart sellers know that some potential buyers will continue asking for more and more. If the seller keeps giving time and expertise for free, it’s a natural reaction for the customer to keep asking!
The Key is having a rule for balancing and controlling customer requests within your selling time and resources.
A key is to set this most important step up Early in the Sales Process. By Setting up a Quid Pro Quo understanding with buyers early in every Sales Process, you establish that your time, talent and resources are as valuable as the buyer’s time. If the buyer is asking you to invest in the account, you should expect the buyer to tangibly move the Sales Process forward.
Quid Pro Quo can be executed many ways: You may ask the Buyer for Access to a higher level person; You may ask to confirm the Buying Process; you may want to meet other people involved in the Buy. It does not necessarily Mean an Immediate Buy, but it might. In any event, it must be proposed and thought out Early.
If this understanding is not established early in the buying cycle, the Buyer will often keep asking & asking for investments of your time without reciprocation.
Not establishing a quid pro quo understanding in all your accounts almost guarantees that you, the seller, will be involved in a lot of Activity, but it may or many not lead to a Sales.
As you look at the beginning of the year, Look at each opportunity: How much time are you willing to Invest?
When does the Law of Diminishing Returns Come into Play?
Sellers can always be Busy. Question is: Busy Doing What?