Talking with Clients is a Drag, so Keep a Tight Line of Communication

There are many aspects of bass fishing and selling that can be taught (no pun intended... tight lines, taught... I digress.), but much of the finesse must be learned through experience. Perhaps the most critical aspect of fishing and selling- reeling the prospect in after he's hooked- is one of those things that can only be learned through experience. That finesse is learned through trial and error, and a lot of heartbreaking tales of the one that got away.

Bass fishing pundits can tell you where to fish, which lure to use, how to cast and how to set the hook, but nobody can tell you exactly how to set your drag, when to reel in or when to let the fish run with the line... and that's the most important part of landing the fish successfully. That fishing line is the only think connecting you and your fish, and a lot can go wrong on the way to the boat.

Similarly in sales, my boss can tell me where to go, which presentation to give, and which close to try, but the real fun(again, no pun intended... real fun, reel fun) begins after the prospect says yes! A lot can go wrong on the way to delivering that product or service.

This truly is the most crucial aspect of selling and fishing, but it is also the most fun! Bass are consistently voted as one of the most fun species to sport fish for. Why? Because pound-for-pound they give the best, most exhilarating fight. What's better than reeling in a lunker bass that shoots out of the water like a missile and has the raw strength to run away with your line... or break it? That exchange of give-and-take is exactly why I love bass fishing! I'm actually getting pumped up just writing about it now!!!

Likewise, what's more rewarding than finally landing that stubborn prospect that said "yes," but then fought you like hell on the contract specs, price, or some other element of the sale? Many of my clients have exhausted me through that process, but at the end of the day, they are my clients!

Set your drag and keep a tight line.

The drag is a device on the fishing reel that, depending on the type of line used, allows the fish to run with the line. Too little drag and the fish may run the line a mile away and wrap it around a tree stump. Too much drag and the line may snap as soon as the fish starts bolting. Again, the perfect amount of drag is deduced over time.

Your line and drag are your communication after the hook has been set.

Have you ever had too little drag after a sale?

One time I closed a sale, and was immediately bombarded with a thousand questions and request. "Yes, John, we would love to do business with you... BUT can we see this spec? Can you send us that report? Is it possible for it to be delivered in this manner?" I didn't know how to reel them back in. They ran so far with the line. The danger is that the farther the line goes without being reeled back in the greater the chance of losing the sale, which is exactly what happened.

I've also had too much drag.

After seeing how a sale was lost by not taking control of the post-closing process I took a hard line stance with some future prospects. Yes, John, we would like to do business with you... BUT...
"Great," I interrupted "I'll just have you sign right here and we'll start the first of the month."
But we're a little concerned about...
"We'll make sure that's all addressed after we deliver the service."
We want to make sure...

By being to hard and fast at the beginning you risk breaking the line and losing the sale... which is exactly what happened.

Undoubtedly there needs to be a strong, tight line of communication post-close. Occasionally the prospect will run off on some tangent, and the salesman has to allow them to run- only so far- and then reel them back with strong communication... assurances... answers to their questions, etc.

The bottom line (seriously, I did not intend that pun at all) is that the art of fishing and selling is all about finessing that line of communication. It cannot be taught in a class or seminar. It's developed over time, so in the mean time enjoy the process of learning which techniques help you best land more fish. And enjoy the fight- it's the most exciting part of the process!