Words For Hire

Business, PR, Marketing, Social Media 586.461.2103

  • Home
  • Services
  • About
  • Case Studies
  • Press
  • Contact
  • Blog
  • March 31, 2023

Why the Shallow End of the Pool is Better than Dry Land

April 8, 2009 by Karen Swim

Written by Karen D. Swim

“Things may come to those who wait, but only the things left by those who hustle.”  –Abraham Lincoln

Are you standing on the sidelines assessing, reviewing and analyzing or are you suited up and in the game? I’ve got my issues with Abe but the quote above hit me square in the eyes. There are things I wanted to do but waited. I waited for:

  • The perfect conditions (they never came)
  • More information (which I gathered and never applied)
  • Proof that it would work (the proof turned out to be doing nothing equals nothing)
  • The perfect me (like that would ever happen!)

My waiting did not make me smarter, or the market more ready for what I had to offer.  I would not advise a novice swimmer to jump into the deep end of the pool. But I would tell them to  get into the water. Go ahead and start out at the shallow end but for Pete’s sake to learn to swim you gotta get wet!

You could watch other people swim, you can gather information but without actually getting in the water you’re just another schmo on the sidelines getting splashed by the people who had the guts to be in the pool, even at the shallow end.

It’s hump day, and from where I stand, the water is looking good.

Have you ever waited yourself out of an opportunity? What did you learn?

Filed Under: Insights Tagged With: Decision making, motivation, overcoming fear

The Baffling Case of the Invisible Client

August 12, 2008 by Karen Swim

Written by Karen D. Swim

The “invisible client” has derailed deals, reset budgets and unraveled the best laid plans.  Sales reps, insurance agents, and business people across the land have been brought down by this foe of good faith. So who is this puppet master behind the scenes?

The Invisible Client is the decision maker or power broker that you do not initially see.  You are hired by a human being (or group) whom you believe to be your client but in reality there’s another who truly holds the control.  The invisible client may be a spouse, administrator or C-level executive. Their power has nothing to do with title or perceived position but their influence on your client or prospect.

Broken StoolI was a licensed Life and Health agent at one point in my career. I was warned early on about the “one-legged sit.” The one-legged sit is an appointment where only one half of a couple is present.  The prospect may have insisted that they are the decision maker.  However meeting with one half of a couple is a surefire way not to close a sale.

In Corporate a variation of the one-legged sit is common. You work your way through levels of decision makers only to discover that a secretary in a different division has a relationship with your competitor AND the influence to sink your deal.

Sometimes you actually close the deal, and begin the work before the squirrely invisible client makes an appearance. You agree on scope and process with your client. You complete the first phase and the client loves your work. Two days later they come back with a “this is not what we wanted, you stupid dunderhead, you dare to call yourself a professional, change the whole thing” list.

More than a mere nuisance, the invisible client if not managed, can disrupt productivity, schedules, budgets and your ability to do your best work. You can however, unveil the mysterious interloper by using the following tips.

  • Assume nothing. Don’t assume that the lead person is truly the lead. Probe for information by asking questions such as: Whom beside yourself will be involved in the decision? Can you step me through your internal review process? Let’s review how the process will work. Will I continue working with you or will others be involved? How will this work impact other departments? Would it be helpful for me to speak with them before we move forward?
  • Listen for clues. The lead client will often provide clues that an invisible client is lurking behind the scenes. I recently worked with a Career Marketing client but the invisible client was his wife. I heard the clues but did not listen to them. While preparing for the process he mentioned his wife several times. “My wife looked over my old resume and told me it was not effective.” “My wife is a CFO who went through this process 3 years ago.” His wife turned out to be a nightmare control freak who almost derailed the project.

Once you uncover the “real client” you can involve them in the process and gain their approval before you begin work. Work to uncover their motivation and then offer solutions accordingly. For example your lead client may be motivated by the bottom line but the invisible client may be relationship oriented.  In a joint meeting you will want to present the bottom line but also reinforce longevity of relationships, your follow-up process, team approach, etc.

When the invisble client is revealed after the fact you can can still involve them in the process. In the case with the CFO wife,  I suggested a phone meeting with both parties to “maximize her expertise” and walk through the questions. I gave the wife the power she needed, and as a result I was able to continue doing my job without interference.

Finally, if you uncover the invisible client in advance and it’s clear they will be trouble, walk away! Sometimes the best course of action is to hightail it before trouble brews. Better to walk away with grace than to end up in the middle of a nightmare project you wish you had never accepted.

Have you ever had an invisible client? How did you handle the situation?

Broken stool image© Franz Pfluegl | Dreamstime.com

Related articles by Zemanta
  • How Do You Close Your Prospects
Reblog this post

Filed Under: Insights Tagged With: Decision making, Managing clients, Marketing, sales

Copyright © 2023 · Legacy Theme on Genesis Framework · WordPress · Log in