According to Tony Robbins at Dreamforce in 2016, business can be distilled down to two things: marketing and innovation. And he said that while speaking at a conference hosted by a multi-billion dollar company and attended by many, many other enterprises. As much as marketing and innovation works for large enterprises, I believe it scales down to medium businesses, small businesses, and even solopreneurs.
As overwhelming as building a small business can be, I believe that if we focus our efforts into the two prongs of marketing and innovation, we can start to eliminate quite a lot of wasted time.
For example, at VipeCloud we are currently re-evaluating the free tier of a service which we believe has the opportunity to generate us more leads. I logged into our account there today for the first time in a long time. Within 30 minutes a rep from the company had called in an effort to get me to upgrade.
After discussing with the rep how we hadn’t yet crossed the point where we believed them to be valuable, the rep asked if she could send some information about how other’s had benefited from there system.
I told her no.
I didn’t want to waste my time or hers. Why? Because I didn’t care that other’s were benefitting from their system. We weren’t. Also, from my conversation with the rep (and our understanding of their product) this was not an issue of product education. It simply wasn’t working for us yet.
My response was in no way meant to degrade their service, or the efforts of the rep. And the rep was made aware of that. It simply wasn’t working for us so I wasn’t going to put more effort than needed. I wasn’t going to put good money after bad, so to speak.
And that got me thinking. How many times had I said “yes” to some seemingly innocent question like this one, which ultimately proved to be a waste of my time? And if I said yes to sales questions like this, are other people doing the same thing? I believe they do, if for no other reason than the rep was caught off guard by my No answer. She expected a yes because she typically received them. And I bet that has resulted in a lot of people wasting a lot of time.
I went against the grain and probably saved myself 30 minutes of time. Just a few savings of 30 minutes here and there adds up – and allows me to focus more on marketing and innovation for VipeCloud.
I urge you to think before you give the expected answer to a sales question. Will it truly benefit you or are you playing the role the rep on the other end of the phone is expecting you to play?