By Jeff Beals
When many sales professionals think of prospecting, they think only about the prospect’s interest in their businesses. While that is crucially important, great care must be taken to make sure the prospect makes sense for you too. If you harbor any doubts about the prospect’s likelihood of producing a profit for you, hesitate and do more study before bringing him or her on board.
Businesses have to be wary of the client who is too good to be true.
Too many times, businesses bring on a client who appears to be outstanding but ends up costing the company more than he generates. Such costs could include an actual loss of dollars, time, resources, reputation, goodwill or employee happiness and productivity. Factor in opportunity costs as well. A client who is marginally profitable but causes you to miss out on other business is indirectly a money-losing client.
Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at info@jeffbeals.com or call us at (402) 637-9300.
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