Search for People Who Want to Develop Relationships

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On Thursday morning Jill opened her e-mail and found the following
messages in her in-box.

Jill, I am going to be out of town on business tomorrow and won’t be able to keep our scheduled appointment. I will email you when I am ready to reschedule.


Thanks very much.


Jill, We are on some temporary cut backs through the end of
our fiscal year, which goes through December. This includes minimizing outside contractors, vendors and suppliers where possible
until the next fiscal year planning/budgeting process is finalized.

So I feel that we should put anything we do together on hold, and I will remind myself to get in touch with you mid-January to determine if we are able to work with you.

Thanks again for your time and I apologize for any

Speak to you in a few months.

Best Regards,


I had a chance to talk to the owner of the company yesterday,
and at this time we will not be pursuing additional vendors or

I do appreciate your time and valued information. I look
forward to hearing from you in the future & possibly pursuing this
again at a later date.”



To say the least, Jill found herself feeling angry. Three “prospects” had just canceled on her.

This was in addition to the two people who canceled out on Wednesday
and the third person who didn’t keep her scheduled conference call.
(This was the 2nd time he had stood Jill up.)

Jill is a financial planner. She’s been in the business for several
years and has been doing quite well, but knew she could do much better.

She had asked me to help her grow her business, close more sales, and make more money. She’s working on only two-cylinders and knows
that if she can become more focused she could easily double her income.

As Jill was telling me her tales of woe, and we were discussing her
current situation, I realized that she was looking at these
cancellations from the wrong perspective.

The wrong point of view.

These people were doing her a favor.

They had already made up their minds that they weren’t interested.
By canceling their meetings they were giving Jill more time
to get on the telephone and find a better prospect.

Someone who is interested in having her help them … TODAY!

As I always say, “If you’re going to lose, lose early. I hate chasing someone for 30, 60, 90 days, or longer and then find out
they aren’t going to buy.” How about you?

Ever Have An Easy Sale?

“Jill, have you ever had an easy sale?” I asked.

“You call someone on the phone and he says, ‘I’m glad you called.
I’ve been thinking about reviewing my financial planning and
would like to discuss it with you.’ Please tell me a bit more about what it is you do.”

“Yes.” Jill replied. “That happened to me just last week.

“I called on Tom and he told me that he had gotten married a year ago, his wife Caroline was expecting their first child in six months, they had just bought a new house, and he had gotten a promotion.

“A lot had happened in his life.”

“So how hard did you have to work to close the sale?”

“This was easy.” Jill beamed.

“He came over to my office and we talked about his
situation and closed the sale on the spot.”

“How did it feel?”

“Great!” Jill gushed.

This is the kind of experience you want to have day-in, and day-out.
This shouldn’t be a once-in-a-blue-moon experience. This should be business as usual for you.

But it only happens when you spend your time looking for new
customers. When you’re calling the same people over and
over again — especially those who cancel appointments
— you’re setting yourself up for failure.

Look for people who want to say YES!

Relationships! Relationships! Relationships!

Business is built upon relationships. Not PowerPoint presentations.
Not fancy brochures.

Relationships are built by solving problems. Adding value.
Providing solutions.

After speaking with these people, they decided that they didn’t want to
explore having a relationship with Jill. It was time to move on.

Why am I sharing with you Jill’s “tales of woe”?

Because we all waste hours of time each day trying to develop
with people who don’t understand the value we have to offer them.

For one reason or another, they aren’t open to even hearing about
what it is we do, and how we can be of help to them.

Two Questions

So let me ask you two questions

*What do you do when someone cancels a meeting? Call them over, and over, and over again to try and reschedule?

*Are you afraid to call and confirm an appointment/meeting because the prospect might say “I’m not interested.” and cancel the meeting?

Here’s something to think about:


Life Is Too Short

Look at this from another perspective: Life is just too short to spend
of time trying to convince someone to buy something that they just
want, aren’t in the mood to buy, or aren’t interested in.

Stop trying to force square pegs into round holes.

I recently did a program for a company, and one of the participants said with a great deal of pride: “It took me 10 years to get my biggest client.” As I thought about it, how much time,
effort, and energy was invested over those 10 years? And how many other clients could have been acquired if the same time, effort, and
energy had been invested in them?

Yes, I know that thousands of sales books walk you thru the steps of
overcoming objections, but that comes with a price. It takes a lot of
hard work and effort to make the sale, and more often than not, the
sale doesn’t get made.

(And even if the sale is made, do you have a long-term relationship,
or did you just close a sale? Especially if you had
to dramatically cut your price.)

Spend your time looking for people who want to develop a relationship
with you.

Life is a whole lot more fun, and financially rewarding, when you find
people who can see the benefits and advantages and value of working
with you.

”’Reprinted with permission from Jeffrey Mayer’s Newsletter. (Copyright, 2003, Jeffrey J. Mayer, To subscribe to Jeff’s free newsletter, visit:”’