I recently received a sales call from an individual saying he "wanted to setup time to meet with me about his firm." The caller's introduction was vague and gave me no information into what services his firm provided. It turns out the caller was an investment advisor. I explained to the caller that my current financial advisor is a close friend and someone whom I trust with my life. Therefore, a meeting would not be a good use of our time. He responded, "I see you have a big network. Even if you don't have a need, maybe you could refer me to some of your contacts." Even if one of my personal contacts did need a financial advisor, does this guy think I would refer them to a complete stranger? Not so much.
What Went Wrong?
How to Be Selective
What is a TRUE fit?
T-erms: The Business terms
R-elationship: Are you on the inside or outside? Are they rooting for you? Are they confiding in you, or the preferred vendor they want to have help them?
U-pside: What is the potential to replicate, expand, reference, or create new business from this deal?
E-xpertise: How close does this project fit with your companies' greatest strengths and strategic objectives?
Though the TRUE spreadsheet tool has a predefined set of parameters, you can tailor it with each client to suit their needs. Simply evaluate your client for each item on a scale from 1-10, and then see graphically how the opportunity fits with their needs.
I will happily share this valuable spreadsheet tool with you for free. To receive a copy of the spreadsheet, send me a direct message on Twitter @GrowMyRevenue with your email address asking for the TRUE fit tool.
Follow the TRUE fit steps and you'll quickly appreciate why the goal is finding the right fit, not getting a meeting.