Gettin’ the money fast…

January 6, 2008

Here’s a question for you:

Ever had a client who told you the check was in the mail?

Everything was a “go”… the conversation was good… the negotiation went well… the client agreed to your terms…

And the client said, “Let’s get started…”

And then nothing happened. No money showed up.

Well, it’s happened to me too. (Too often)

And it’s led me to create a very simple principle I have up on my wall.

“The longer a client takes to send you money, the less chance the client will EVER send you money.”

That’s why you close the sale as quickly as you can.

That’s why your proposals have a DEADLINE.

That’s why every time you are on the phone with a potential client, you make the NEXT ACTION STEP clear. What will happen and when will it happen?

Otherwise, you leave things to chance. And you don’t want to leave your income to chance.

Talk is cheap as they say. And no matter what a client SAYS, the bottom line is, they’re only a client when the money is in your hands.

Now if you’ve been in sales a while, you’ve probably figured out that if someone is willing to send you a dollar, then there’s a chance they might send you a whole lot more.

They’re worth investing your marketing time, effort and money.

But if they balk at even a paltry sum like a dollar, then you’re probably NOT going to be receiving thousands of dollars for any of your products or services.

And that’s why it’s so important to “get the money fast.”

In my experience, the longer a client negotiation goes WITHOUT money changing hands, the less likely that any money will ever change hands.

And that’s why you MIGHT consider fronting your business with an infoproduct type of purchase. Something with a low cost of entry.

That gets the client used to sending you money. That initial hurdle is taken care of.

Now how can you use some of these ideas in YOUR business?

Posted by Jason | Filed Under Blog