Have you ever lost control of a conversation about new fees with a client or potential client and not known what to do next, causing the conversation to drift and fade away?
This extremely common situation used to be known as ‘Death Valley’.
Death Valley meant that you’d established an opportunity, identified an urgency and then not committed the client/prospect to a specific next meeting, causing drift and loss of enthusiasm on the client/prospect’s behalf, for the opportunity you’d identified.
Then you’re scared to follow up for fear of being seen to ‘pester’ or worse, come across as ‘pushy’. Thus, nothing happens at all and more money is left outside of your bank account.
The solution is BAM-IAM (Book a meeting in a meeting)
For this to happen, there needs to be:
1. A mutual desire to continue the conversation
2. Enough time in between meetings to carry out any agreed steps
3. The correct decision makers from your prospect/client available
BAM-IAM saves you thousands, if not tens of thousands each year in chargeable time following up, fees lost to lax procedures and competitors taking advantage.
The language to be used is simple ‘When would be appropriate for us to meet next?’ which is of course assumptive in tone.
Use BAM-IAM today and stay out of Death Valley forever.
To your success,
Martin Bissett
