Total Wimp or Too Far?
One of my very first mentors in sales, Mark Wilensky, used to teach a concept he called “Total Wimp or Too Far?”
On the far-left side of a horizontal line he’d write the letters TW. And on the far-right side of the line he’d write TF.
He explained that TW stood for “Total Wimp”. In the client acquisition game, a Total Wimp would – obviously – be extremely ineffective. No courage pretty much equals no growth.
TF stood for “Too Far”. Yes – it is possible to go too far with prospects and clients by being too aggressive, talking too much, or being a know-it-all.
Mark explained that, typically, those most successful with client acquisition were able to get close to the edge without actually going too far.
The problem he said, is that what many people THOUGHT OR FELT was too far – wasn’t too far at all. Their FEAR told them it was too far, but had they hung in there – they would have acquired the new client.
One place people THINK is going too far is asking for introductions. They work on being more referable – which is important. And they might promote introductions, but always come up short of actually asking to get introduced to a few specific people. How about you?
Or… suppose you’re at an appointment where you asked great questions and provided great value that kept the prospect’s interest. But you didn’t make a confident recommendation for the next step. You leave too much of the next step to the prospect. That’s a form of wimping out.
The Damage Threshold
Phil Simonides is a successful leader of financial advisors. Phil describes a similar concept he has termed “The Damage Threshold.”
Phil says, “We often think we are about to say or do something that might damage our relationship with a prospect or client, when in actuality, the point of “damage” is much further away than we imagine in that moment.”
Are You a Total Wimp?
Are YOU a Total Wimp? I doubt it. Do you ever go too far where you get booted from someone’s office? I doubt that, as well. And do you ever stop short of accomplishing your goal because you wimp out too soon? Sure. Everyone has – multiple times!
The key is for you to become aware of where you might push yourself – without pushing your prospects too far – in bringing great value and confidently asking your prospects to become clients.
PLEASE forward this message to a friend or colleague. And don’t forget ALL OUR resources – many of them free – are waiting for you at www.ReferralCoach.com/resources.
Virtual Referral Training is Here
Are you ready to grow your business … and change your life?
You can learn and implement our proven process while working from home or not seeing clients and prospects face to face.
Get the details and join us: www.CatesAcademyIndividuals.com