Remember in Science class in high school when the theory of 'objects at rest tend to stay at rest'? In business, those that rest become extinct (or at least lose market share).
How many times do you provide estimates or proposals for prospects and the answer you're given is that they 'will get back to you'? How often is it that nothing happens after that? It happens more than you'd ever like to admit to, I'm sure.
Many businesses will simply say they're not making any decisions for the forseeable future. Actually, making 'no decision' is a decision itself. Are you guilty of doing that to your suppliers? Why not just say we have 'decided not to implement this solution or product' and at least let the supplier know that they can move on.
I think there is a midwestern code of conduct that dominates our thinking. We don't want to be rude or hurt someone's feelings. Do you think that thinking prevails in New York City? You're lucky if there isn't profanity laced in the conversation when told 'no'!
If you have a good relationship with your clients, they will feel comfortable telling you 'yes' or 'no', either way. I will even go so far as to encourage my clients to tell me no if what I'm proposing does not work for them. I don't waste time attempting to build more value into the solution and they don't have to keep fielding my calls asking if they're ready to move forward.
Isn't this the only decent way to interact with your clients?
Tom Anderson is the Founder of Excelleweb, a Web Strategy/Design/Marketing Firm in Columbus, Ohio. Tom can be reached at 614-679-0912 or by email at tom.anderson@excelleweb.com.
How many times do you provide estimates or proposals for prospects and the answer you're given is that they 'will get back to you'? How often is it that nothing happens after that? It happens more than you'd ever like to admit to, I'm sure.
Many businesses will simply say they're not making any decisions for the forseeable future. Actually, making 'no decision' is a decision itself. Are you guilty of doing that to your suppliers? Why not just say we have 'decided not to implement this solution or product' and at least let the supplier know that they can move on.
I think there is a midwestern code of conduct that dominates our thinking. We don't want to be rude or hurt someone's feelings. Do you think that thinking prevails in New York City? You're lucky if there isn't profanity laced in the conversation when told 'no'!
If you have a good relationship with your clients, they will feel comfortable telling you 'yes' or 'no', either way. I will even go so far as to encourage my clients to tell me no if what I'm proposing does not work for them. I don't waste time attempting to build more value into the solution and they don't have to keep fielding my calls asking if they're ready to move forward.
Isn't this the only decent way to interact with your clients?
Tom Anderson is the Founder of Excelleweb, a Web Strategy/Design/Marketing Firm in Columbus, Ohio. Tom can be reached at 614-679-0912 or by email at tom.anderson@excelleweb.com.
