Don't you just love it when the phone rings and a potential client calls and says, can you help me?
It causes all your senses to be on high alert, as this is the modern day equivalent of getting ready for the kill. Victim primed and ready for you to move in and claim your prize.
Such a thing happened to me yesterday afternoon, I was up to my eyes in paperwork when the voice at the end of the phone asked if we could store their boxes for them. The first answer was of course, "yes we'd be delighted" but then the conversation took a turn for the worst and my heart sank as I prepared myself to reject the clients requirements.
Now don't get me wrong, I don't make a habit of turning down clients, it goes against everything in my nature and as a salesman I love to close a deal but, and here's the clincher. If taking on a new client is going to possibly have a detrimental effect on the service levels of our other clients, I will decline with thanks and private sobs.
This particular client was so many miles away, we wouldn't have been able to service the contract effectively and the delivery costs, as we would have had to dedicate a vehicle to the delivery, would not have been cost effective. The client said that they hardly ever recall any information but I've heard that one before!
Honesty is always the best policy with clients, and the lady was surprised but very grateful that I was honest and upfront and said that it was refreshing. Nice words Mrs lost client but they did little to comfort me as I saw the client drift away from my bottom line.
Fighting all the urges inside to shout down the now empty receiver crying, "no we'll take your lovely boxes, please stay with us", I placed the handset down and told myself several times that I had done the right thing. Which of course I had.
Safebox Document Storage, looking after the clients we have and the clients we don't.
www.thesafebox.co.uk
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