Yellow Dog Consulting

Sales & Marketing Consulting for solo-preneurs.

Are You Respecting Wishes?

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are you respecting your clients wishes?I was talking with a client this morning about a workshop he recently attended. He mentioned that it was all about getting past objections. As my client & I were talking about that point, he said “I get business because I respect their wishes when they ask me to stop talking.”

Yes it’s just a “cup of coffee a week” or “a decision you can’t afford to miss out on” but if I’m not ready to buy, I’m not ready to buy. You pushing me into a decision I’m resentful of doesn’t make me like you. But if you tell me you understand and let me know if I change my mind you’re there for me, I appreciate that.

My client and I are on the same page in this regard, which is great. Learning to overcome objections is a great thing to learn about, helping your prospective client understand the VALUE of your product or service is a great thing to do. But bullying someone into buying your product or service, talking crap about the competition, treating them like an idiot for not knowing about your widget, that may get you the sale in the short term, but I guarantee it’s not going to get you far in the long term.

Years ago I worked with a company and we referred to this process as “Bless and Release.” It’s OK that they don’t want what you’re selling. Do you really want to work with someone who doesn’t want you? Harsh dude…

So, the next time you find yourself overcoming objections, take a moment to make sure that you are respecting their request to stop talking and be done selling them, or continuing to explain and educate IF they requested that.

Can You Answer a 2 Year Old?

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can you answer a 2 year old?I spent last weekend with my best friend and her family. She has 3 AMAZING boys, 5, 2.5 & 1 month. And they love their Auntie, but sometimes I have to say no, or stop, or wait.

WHY? WHY? but WHY?

I love these boys, even when they won’t stop asking questions. The weekend made me think, “because I said so” is a crap answer and sure doesn’t work. Not with a 5 year old, and not with your 40 year old client. All the kids wanted was a real answer to why they couldn’t drink all the juice in the house or why they had to share the iPad or why they couldn’t put their hand through the cage at the zoo (because the animal will eat your arm off – enjoy the nightmares!).

I have clients often say “I trust you” which is GREAT and what you want to build to in a business relationship sometimes, but make sure you can explain WHY you recommend a service or product. I know I get into my routine and say “hey let’s do this” or “let’s hire this person” and sometimes my clients are ready and on board, and sometimes, I need to step back and explain the big picture to them.

Make sure in your business you’re prepared to answer the question WHY with everything you do. It doesn’t hurt, it only helps build trust. And maybe it’s the question you need to have asked this week.

Modern Family & Why You Can’t Beat Around the Bush

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Modern Family & The Ugly Business BabyI was watching Modern Family the other night. A show that always makes me laugh and is a great evening distraction. I often forget that a piece of the show is that the dad, Jay, is a business owner. And a season or two ago his daughter went to work for him (and his son has done legal consulting stuff too, but not the point of this post).

In this week’s episode, Jay wanted to make a new commercial and use a catch phrase he’d used 30 years ago. His daughter (Claire) was tasked with telling him it’s terrible and they need to go in another direction. Since he owns the business and signs everyone’s paychecks, everyone on the team responsible for the commercial is afraid to tell him that it’s a bad ad. So, Claire finally does it and Jay comes to realize that his idea isn’t the right fit.

As a consultant, I’m often tasked with telling someone their (business) baby is ugly. It’s not even close to my favorite part of the job. But, letting a client put something out to the world that makes them look bad reflects poorly on them, and their marketing consultant (me). Finding ways to gently ask – “how do you feel about your logo?” “What do you think of this ad” “when was your website last updated” – and then start a dialogue is what I’ve found to be the best way to start these conversations.

Claire had a longer standing relationship with her dad than I usually do with my clients (and since my dad isn’t a client of mine, she’ll win this round). But as a consultant, finding a kind and constructive way to create a workable solution so your client doesn’t hurt their brand is key to everyone’s success.