Can This Law Improve Your Business?
October 26th, 2006 | Michael Pink
I recently heard a consultant make the point that when his schedule is booked solid, he’s had people offer to double the rate to work them in. He’s had people show up with a briefcase full of cash to entice him to work them into his schedule. (Sounds questionable to me.) He refused their offers, but he explained a principle that I see operating in Romans 7, where people seem to always want what they can’t have and don’t want what they should have.
One conference speaker in Florida showed up in shorts, t-shirt, flip-flops and a ball cap that said, “Clients suck!” After being introduced, he spent the next 10 – 15 minutes explaining that under no circumstances would he accept any offers for client work. He told them not to bring him any deals, any offers or any once in a lifetime opportunities. He was serious about that, yet for the rest of the conference he was hounded by folks who thought they could be the one to change his mind and were willing to pay extra to prove it.
Look what happened when Jesus told the people he healed to be quiet about it… They published it all the more. (Mark 1:45) So what can we learn about business from this principle? Of course, we shouldn’t lie to create a false image which is so often done today. So how can we apply that reality today in the selling of our products and the marketing of our services? I’d like to hear your thoughts. I think it merits discussion, so go ahead and select the “comment on this post” option at the bottom of this email and weigh in.
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October 27th, 2006 at 7:57 am
This wondeful. I have been in sales for 16 years. This year I have set a major goal and this message from you have giving me such directions! Thank you
October 30th, 2006 at 2:31 am
In some cases Jesus told the person that he had healed/influenced to tell others as evidenced by the woman at the well, and in other cases he told the healed person not to tell anyone. The point is you need to know when to hold up, know when to fold up, know when to walk away and know when to run as the song goes… my main point is to hear from God and let the Holy Spirit direct you, when you do that you are in the center of effective sales. - www.holyspiriteconomics.org
October 30th, 2006 at 2:33 am
Michael, Like so many sales in the past - you can honestly say that you have an exclusive and/or limited client base whose membership is attained by certain select people only. ( It’s like the Marines - they do not want everybody - only a few good men) Or you may say that you limit your client base purposely, so that your clients get only the best quality service/attention that you can provide. There could be many other idea that would work, but the reality is we do not want to do business with everyone. We would not want to have a client who we knew was dishonest. Sooner or later he would cheat you. You could go down a laundry list or people to exclude if you will. We at Supplier Support International only want about 50 high quality Distributors who are deeply moral and stand by their word.
October 30th, 2006 at 3:08 am
The scriptural passage you reference is modeling humility. God teaches us to be confident, but humble. Take care of your customers with sincerety and resolve, and they will become raving fans, and do your selling for you. Contrived “scarcity” is a flash in the pan, and does not attract your ideal customer. But selecting those you deal with based on their values, their objectives, is critical. We do not wish to do business with everyone, but only our ideal clients. Values and ethics should be high on the list of criteria for ideal clients.
October 30th, 2006 at 4:05 am
This technique creates a desire to pursue the unreachable. We creates goals that are beyond what we see now may be possible in order to push us further.
There are other ways to create a desire for our products without misrepresenting or lying.
October 30th, 2006 at 4:11 am
Mike & SAWstaff … The L-rd allows me, and wants all of us, to share the Gospel at all times and in all thing$.
People I deal (FYI-Ideal) with often ask, “Ty, how do you live or how much do you make on this deal?” My typical response, from 3-10%. (FYI-Three for the Trinity and (+) TiThing matter$)
No way, they would say! or How can you live on that!
Depending on who it is or the situation, the L-rd allows me to usilize HiSword & tell them, “I see you know very little obout money?” or “You need to know what business and sucess is all about?”
(Joshua 1:8, etc. from an ExTaxCollector)
Just like what Religion should be, To serve
Strangers,
Orphans, and
Widows …
for G-d has None.
Thank You for Your ministry and the PoweR of PrayeR is communion w/G-d. Just a PuertoRican Jew passing through South Floirda, etc.
October 30th, 2006 at 4:22 am
I believe this easily ties in to the selling principle of the “take away.”
“This probably isn’t anything you’d be interested in. . .”
One appears to “take it away” through a variety of phrasings and through attitude, but the client comes running after it.
It has to do with not pressuring. People will respond more to a fear of loss than about any other motivator.
October 30th, 2006 at 4:26 am
Attorneys and others that charge by the hour different fees use this principle. Of course, they have to be good or great to begin with. But between two great lawyers that charge say $350 and $550 respectively, the bargain hunters will be glad to be using the $350 lawyer and the people that want the best and pay the most will be glad to use the $550 lawyer. It seems like this same principal can be applied in other service business, even ones that don’t charge by the hour.
October 30th, 2006 at 4:37 am
Michael, I love receiving the thoughts of the day from you, on the Selling Among Wolfs. I would like to say that this one thought, is something that does happen so often in todays society, Clients believe that people can be bought, and if I want to make a sale, there are times where i know i have lowered my standards, and given in.
Anxiety for me sometimes takes control and when things seem tough i know i have fallen. But i am working on this because i know that “With GOD everything is possible” and that is how i start my day. Even though it is hard sometimes but with my faith i have started to turn away deals, because things happen when GOD wants them to happen, and giving up control is hard.
Thank you so much for the time you take Michael to put these thoughts together and send them out to people like myself.
Luis A. Izquierdo
October 30th, 2006 at 4:43 am
I beleive that when we do our jobs with excellence as our goal, our clients want to tell others they know to deal with us. If we approach every client humbly and serve them as if we were serving Jesus then they will spread the news about us to others.
October 30th, 2006 at 5:13 am
As far as the consultant being overbooked, he/she violates a simple business principle of good stewardship. If you’re too busy, you’re not charging enough.
Jesus saying “don’t tell anyone” doesn’t apply here. Jesus was early on in the ministry and training His disciples. He needed to show them that it wasn’t about being “famous” but about being a servant leader. He knew fame would hinder not help His work at that time.
And even though the Lord knew people have it in them to do the opposite of what you tell them, the Lord doesn’t tell us to do things with the intent of getting us to disobey Him. He tells us things so that we will obey Him.
If He is actually the Lord of reverse psychology, one could argue that He actually doesn’t ‘really’ want us to invite anyone to the wedding.
October 30th, 2006 at 5:50 am
Paul Mancini’s post seemed right on target. But could he elaborate on “If you’re too busy, you’re not charging enough, and your violating a principle of good stewardship.” ???
October 30th, 2006 at 6:12 am
We’ve been publishing our Christian newspaper for almost 16 years npw and we’ve given away thousands of promotional copies — while trying to build a paid subscriber base. Shall we STOP giving them away? Will our advertisers go for a smaller press run?
October 30th, 2006 at 6:15 am
I will be a little blunt and share what first comes to my mind and my heart.
This reminds me of rape, people taking advantage because they cannot get what they want through morally correct paths. A police officer told me once that often people are seen as a challenge and that no really means YES! Like when one person in the relationship says NO to pre-marital sex but the other says aha a challenge well we shall see about that.
Absolute OBEDIENCE is truly a tall order but, it’s kind of like Serving the Lord, the pay is sometimes but the rewards are PHENOMENAL!
Coveting is an issue that is faced every single day and GOD does not make light of it.
I was bought long ago and what a price JESUS paid for my sins! Renee
October 30th, 2006 at 6:17 am
I think it’s partly to do with this honesty principle, too - there is something attractive about a salesman who is actually prepared to refuse to sell you something, or to keep quiet about his product! It probably suggests integrity at some level.
October 30th, 2006 at 6:43 am
Michael, it sounds like you went to a Dan Kennedy seminar…
My thought on this is that we walk a fine line between humility and “appropriate” self promotion. Yes, we need to trust God and let him guide our steps, open doors, ect… But we also need to be honest and truthful with others about the value of what we bring to the marketplace. If we are to transform the marketplace, it needs to know that we are here.
As a mortgage broker I can usually beat anyone’s rate and price. But this always comes at a cost. It can very easily become unprofitable AND I usually end up with a client that I really don’t want.
Another element at work here is just part of human nature. It applys in love as well as business. If you appear too eager for the relationship (client) you often scare them away. Then you become even more desperate and the cycle continues. Pretty soon you have a reputation that is hard to change. Often even you buy into it.
There is a “romance dance” that needs to be played. Just as we court our potential spouse, we should court our clients. We need to identify who we are and what value we bring to the marketplace, what kind of clients we want and what they look like. Then we need to position ourselves truthfully in the marketplace in order to attract them. Once we have done that then we need to be ready to woo them into a long term relationship based on integrity, trust and value. Price is important, but not the main thing.
Of course, all of this needs to be submitted to God and directed by His spirit.
When I work with business referral partners, part of my “courtship” entails letting them know what I’m all about and that I’m looking at taking on another partner and that this meeting is to explore if there is a fit that would be mutually beneficial. It is non-threatening and brings a “value tension”. I go from having the appearance of begging for leads to interviewing them to see if I even want to do business with them.
With clients, I try to position myself as an expert and that while I won’t be the cheapest my rates and fees will be fair and that they will be very close to what they will actually see at closing. Most people feel that a mortgage is a commodity based on rate and that a few hours on the internet can allow them to become an expert. They then go on the internet and shop for the lowest rate and fee. They usually get a surprise at close with a completely different rate/fee structure. Part of what I do is to create a tension. They might be able to get a better deal, but it might come with a cost. If I have done my job right my clients leave trusting that I will take care of them. Which of course I will.
October 30th, 2006 at 6:47 am
I have started to use this principle in my business. When a client asks me to give them a quote while I am visiting their office, I tell them that I have other appointments scheduled (which I do) and have them fax or email the request to me. I then review it in my home office where I can give their business my full attention.
People always want to work with successful people. I f you review the request and quote on the spot you are seen as someone desperate for business.
October 30th, 2006 at 6:56 am
As a recruiter, and generally in this world, the humility idea is key. I do very well with clients by not ever overplaying my hand. Never assuming myself to be too important to them. I let them tell me that and they send referrals etc. Recruiters can be often pompous and I am a noticably different breed for them.
Also, I had a call from a would-be client needing help to perpetuate his business. I flatly had to tell him I didn’t have time for prospecting in LA right now and he made a deal to help me with that. He tells me who to approach and I have gotten several people in front of him. Working smarter because I was willing to say no.
The less hours I have to work to get the same thing accomplished gives me more time for the work of the ministry, so be humble, but work smart. Strike the balance.
October 30th, 2006 at 7:06 am
I am in real estate. One thing I like about this business is that we can actually pick our clients. I am not for everyone and everyone certainly isn’t for me. Certain morals, attitudes, way of life, etc… that I see in people can make a decision for me that I would prefer not to work with them.
October 30th, 2006 at 7:13 am
Greetings Michael,
Point 1. Based on your three examples, each person had a reputation in place, that drew people to them, with great demand.
So we must conclude that only those with a reputation of getting something done, be it miracle or not, will create a desire in others to possibly meet or get something from this individual, whether by selfish motives or not.
Point 2. In each example, as you described, each person knew what would happen if they made themselves more available than they could possibly afford to be.
A. They would be flogged with more requests, some more demanding then they were ready or prepared to address.
B. Would be hampered to move about freely, such as in Christ’s and the conference speaker’s situations.
C. Knew that personal attention is more important than mass appeal as in the example of the consultant.
Point 3. Each example, is a direct reflection of Proverbs 22:29:
“Do you see a person skilled in his work? He will take his position before kings; he will not take his position before obscure people.”
Meaning that, whatever we do, do it better than the best example you know of.
If you do not know of a good example then consider reading the books by Michael Pink and Zig Ziglar.
Even though Christ is the Saviour and could heal people, his real skill was speaking to people. His teachings made people think about their conditions and proclaim that not even the Pharisees spoke as he did.
So be mindful and know, that as you build a good reputation, your time will become limited and in great demand, so you must not believe that every person should become your client.
Know when to say, “I’m not available to help you”, if you cannot direct 100% of your attention to the matter.
Woody Quinones
ImpactYourArea.com
October 30th, 2006 at 7:14 am
I think this reinforces and validates the “Focus Principal” - by restricting our activity to a very specific market niche and delivering the most excellent product or service we can, along with learning how to say “no!” to every potential opportunity that comes our way, we actually get a bigger bang for our buck.
October 30th, 2006 at 7:27 am
This worked for me! My practice TRIPLED in 18 months when I was always “unavailable” when clients called.. and I increased staff to handle the work.
My staff always teased saying “They just want to touch you!”
October 30th, 2006 at 8:26 am
What I learn about business from this principle is that I have to pray first, then I need to follow that voice of God through His word, after I find Him I need to seek Him, go cohesive in His will, and cast out everything that can hinder my productivity, acknowledge my dependency on God, and after screening my leper, humble myself towards Him so that Jesus, being God; trough His blood, by faith, cleanses me.
Then feel His touch, and let it flow, do not rush into the world, but let Him change me.
We do not speak about our leprosy anymore, but we, speak with our deeds how we can service our fellow man.
We prepare, plan, and divide, why not in quarters? They came to Jesus from every quarter…
And whatever we do, we do with all of our might as unto The Lord, and He who see in secret will reward us openly.
October 30th, 2006 at 9:15 am
I’m a real estate broker in Florida. When working with a buyer it takes time to establish trust between myself and them. When I sometimes catch myself going into what I call “my sales pitch voice”, I laugh and say whoops there I go trying to sell something to you.
If we all make it about our customers God takes care of what we need!
October 30th, 2006 at 11:05 am
The man of integrity walks securely, but he who takes crooked paths will be found out%u2026 The integrity of the upright guides them, but the unfaithful are destroyed by their duplicity.%u201D (Proverbs 10:9; 11:3)
%u201CI have seen a wicked and ruthless man flourishing like a green tree in its native soil, but
he soon passed away and was no more; though I looked for him, he could not be found. Consider the blameless, observe the upright; there is a future for the man of peace.%u201D
(Psalm 37:35-37)
October 30th, 2006 at 11:32 am
I am a Mary Kay consultant and our company is based on God first, Family second, and Career third. I take my planner and mark my time out accordingly. Because I am applying the principals correctly I have a limited time to see clients, so that’s what I tell them. I am only avilable on blank or blank and they always book because they know I am busy too. I know that I am telling them the truth about my schedule with confidence and people want to be around people who are needed. I hope I am making sense. I guess what I am trying to say is if you are doing business with integrity the clients will come, you will get the right sales, and your career will grow. God will bless you, but you first must submit to Him and His will for your life.
October 30th, 2006 at 3:37 pm
For me it simply means, “don’t ever seem desperate for sales, have faith, and your confidence will radiate, making you attractive to your consumers”
Desperate salespeople never seem to be able to sale. Good salespeople just seem to get better, and getting good starts with faith.
October 30th, 2006 at 4:14 pm
People talk. The majority of my work is from referrals and referral’s referrals, etc. A quality product or service + a fair price + faith = increased business.
October 30th, 2006 at 4:40 pm
It really is simple, there are only so many folks that truly want your product and are willing to pay for it. Deal only with the ones who fall into that category and don’t waste too much time on the others. High Probability selling is the only truly satisfying way of selling in my opinion.
October 30th, 2006 at 6:46 pm
Some one told me its always about the money. Sure, I said, everyone is called to be responsilbe and make a living. But, if I can’t help you or you really don’t need or want what I have to offer, then I don’t want your business. After a time of proving; that “some one” is now a loyal client.
October 30th, 2006 at 6:48 pm
God has blessed me for being honest. There are times when I know I have a customers trust, and I could sell them my product, and I tell them I would not buy at this time. Many times they want to buy it anyway. Or God blesses me with another sale the same day. Its all about trusting God. If it isnt in their best interest, then I wont try to sell. I also dont appear desparate.
October 30th, 2006 at 8:30 pm
I say just focus on doing the “right thing” based on scripture -
Provide good value and don’t brag about yourself. If you’re available to Clients at that point in your career, don’t lie to earn a buck. When God wants to take you to the next level, He will…….
October 31st, 2006 at 2:44 am
I believe if you are good at what you do, people will demand more of you and there is an obligation to you and your clients to set boundries. If you don’t your work is watered down and your quality suffers. Strive to be the best at whatever you do and set limits to your time at work so there is time left for family.
October 31st, 2006 at 8:19 am
Hey friends… You all had such great input. I don’t know about you but it helps me see the value in the corporate body of Christ. We can all contribute to the edifying of the whole. You guys are the best! I will be sending out an email shortly to continue the dialog.
October 31st, 2006 at 11:29 am
My criteria consist of two things for client with whom I will work. They either have a problem that I can solve, or they are aggressively looking for new opportunities. If they don’t fit those two criterion, then I don’t want to work them to promote their business. We will both be miserable in the end because without those two there is no barometer for success or failure. Which leads to a short-term relationship.
October 31st, 2006 at 1:44 pm
Lately I have been hearing the words “pick your customers and team members. Those you would want to work with.” I think that I can use this method in getting some extra money from those that are willing to pay me because I don’t really want them as customers and then spend more energy on the customers I want to sign up as team members. However, I don’t care for the term “clients suck”. I don’t believe that is something Jesus would say.