Not too long ago, I had an interaction with a rep from a trade association through which I was trying to book a client for a sponsorship/speaking opportunity. My interactions with this so called industry “expert,” left much to be desired and provides a good example for how to kill a sale.
You see, in our discussions he tried to sell his services in order to make our curriculum more of a value to the audience. When I asked for his bio to discuss this option with my client, he got all puffed up and said “If you read my LinkedIn profile, you would know I am qualified.”
- Don’t answer emails, or calls.
- When you do return the call, don’t answer questions about the organization you represent, but pitch your personal services for a fee.
- Don’t have sales materials that explain what you do.
- Have a confusing website.
- Get offended when asked for credentials or a bio.
- Make the client work to find out why your qualified to do the work they want to hire you for. Tell them to “look you up on LinkedIn.”
- Make yourself more important than your prospect.