On June 16, 2017 at 09:20, Craig Aguiar-Winter said...
If you don't present it, you'll never sell it!
Bingo.
Now a days I don't ask a person how much they want to spend. I qualify them. I educate them. I ask them what do they want the system to do? I design that system and tell them what it will cost. Either they go for it, or they don't.
But when there's a decorator in the mix, sometimes there's no direct access to the client. This always makes things difficult.
What never happens is that I'm in a situation where the system performs below the customers expectations and they are saying to me, "Well I wish we knew we could have that. We would have paid for it".
Yes! That's the same "bingo!" in different words.
Also. The world is a very small place. Never trash talk a client or another CI.
This is a good lesson to learn early, too! Sometimes I wonder about the trunk-slammers who act as though there's an infinite pool of customers. Those poor guys will never enjoy the pleasure of having a customer call up and say "I'm moving! Let's get together and work out what we're going to put in at the new place." A good relationship sure beats the heck out of cold sales!
