Page 119 - 100 Great Business Ideas: From Leading Companies Around the World (100 Great Ideas)

151 Quick Ideas to Get New Customers

your entire day waiting around for a maybe to become a no,

which is just a waste of your time. Learn that maybe is not an

acceptable answer.

Assignment Andy says he under-
stands yes and no, but
Professional prospec- maybe is the word he’s had
tors often hang on too long, to learn to deal with most
wasting their resources. You often. After a reasonable
need to know when to quit period of time, he will do vir-
fishing and find another lake. tually anything to get the cus-

tomer to move in one

direction or another. He ac-

tually sees it as a benefit when someone says no, because he

can take him or her off of the maybe list.

Epilogue

Customers will often string you along, and there is a huge
benefit in getting them to say either yes or say no. Don’t be afraid
to take a knockout punch to find out whether it’s worth investing
your time and energy.

93

Bigger Is Better

If you operate a small or mid-sized business, there are prob-
ably times when your prospects need to see you as a Goliath in
a land full of Davids. You need to use perception and illusion to
appear bigger than you are. In many prospects’ eyes, bigger is
better.

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