Page 17 - MetalForming January 2011

The Business of Metalforming
Avoid the Teasers
Teasers are big prospects with whom you have ongo- ing contact, who seem to want to foster a relationship with your company, but continue to find arbitrary, unclear reasons to avoid giving you their business. Wanting to impress and win a big order, you continue spending time and resources investigating opportunities, generating creative business approaches and submitting time-con- suming bids in a futile attempt to close the work.
Without clearly defined measures you may come to find that you’re simply being used as a “stick” to keep the prospect’s preferred supplier honest, selling to someone who isn’t able to give you an order, or for other reasons that serve the prospect. If you find that you are in this cycle, break it. You have nothing to lose by going over your con- tact’s head and holding meetings with key decision-mak- ers to press them to define the hurdles and timeline, that given your success, will result in a purchase agreement.
If you meet these established requirements an order should be forthcoming. If not, then politely walk away— fire them, let them find another stick. Refocus your resources on growing your business with existing cus- tomers or finding other, real prospects. And next time, establish the rules before the game starts.
“Forming strong relationships allows us to serve you better.”
Tim McCaughey, President and CEO Schuler Incorporated
Setting the standards.
Our focus on building lasting relationships, not just presses, ensures that we set the standards for service and commitment.
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Forming the Future
To find out more, call 734.207.7200 or visit www.schulerinc.com