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to win business consistently of our prospects we've got to build great rapport and we've got to do more of the good things than less of the bad things in this video I'm going to talk to you about something called the prospect bank balance and how there are some small positives and lots of small negatives that if you do with your prospects can cause a reaction and all those starts and mang tubs and the net result at the end of the month or the end of the period can be a negative which invariably meaning you'll fail I'm going to share with you what are the debits and credits to avoid and your engagement with the prospect that was on their own maybe caused you to lose the deal but potentially over a period of time can mean that you don't win that business or that you do win that business my name is James white I'm the UK's leading prospect conversion expert let's look at the video and look at what are the things on the credits and debits list to ensure you do less off and more off to win that business so as I mentioned I'm not sure where I got this idea from and if it was you apologies of the idea was brilliant I think it matters so much with prospects when we engage with people that we work with for the first time there are lots of small little things that if you're not careful can build up over a period of time and make it oh that's frustrating that's annoying what are some of those but there's also lots of positives of that person can do but can actually make you think I really like them I really engaged in them so I think it's really useful frustrates or some of the debits that can actually cause them issues and stop us from winning the business the first one for example I talked about is email sloppiness what I mean by email sloppiness I mean things like capital case inspect putting someone's name and put it in a lower case rather than a to a higher case I mean actually maybe not putting full stops in the right place or making your email look like it's all in one big congealed form of text rather than separating it out little things like that certainly when I engage your APIs it makes me think okay it's a bit annoying actually they've done that makes me think they have really cared haven't really taken time to look at that so don't mean abyssion where you start to make your communications with your prospect look a little bit unprofessional it's gonna probably be a debit and it's gonna affect at the end of the month potentially affect your chance of winning business would be another debit that's really really annoying that people get wrong a regular basis is wrong name I know it may sound silly and I've seen this before but they either get the wrong name or they spell the name wrongly I have unfortunately the situation literally last week where I introduced someone I really trust and thought is great to do business with one of my clients and the first thing he did is they spelt the CEOs name wrong in the email I was like oh my god what now I know the CEO he's a good guy and actually I said to him look I'm sure it was a mistake and whatever asked but he probably would have made to put a debit on his next in terms of working with that person for the first time and it's a shame because the person itself is really good they've actually got a great service they should be building up great credits but that first action which is a lack of carelessness was probably gonna literally wrong name wrong spelling it's gonna cause that person to literally go I'm not sure about this person now so don't get that mistake don't be in a position where you literally email the wrong name or spell it wrong it's gonna make you look economic it's going to make the prospect think mmm not sure about this person so we've talked about a couple of Debbie's so it can affect your relationship with the prospect what sort of things that can really make a difference I think this is really important replying when you said you would if you've told a prospect on a conversation that you're gonna get back to them by Friday evening or by Monday morning or by Tuesday afternoon then do it don't be in a position where you then have to say to them I'm really sorry but I just couldn't get around to doing it that's the case tell them it's gonna be a two week or three weeks before you get back to them don't be in a position where you give a prospect it's time skill that you know you can't make it's gonna make you look bad it's gonna put a debit on their case rather than a credit which is what you want and if you think it's gonna take longer tell them that always that to under-promise and over-deliver say it's gonna be Monday and then deliver it buy the product the previous Friday I'm gonna make you look good in your prospects mindset it's gonna help you get them thinking yeah this is a person I can work with you trust so another great thing you can do that can build a real good credit with the prospect is this remember them what I mean by remember them let's say you've engaged with someone and they've said to you hey well I'm off next week on holiday to Croatia or I'm often whole day to the Caribbean yet happy to arrange a call when I come back and let's arrange that for three weeks time the really good salespeople will use a CRM system traditionally or even if you you want to just use a spreadsheet fine but you use a system of some sort so when you make that phone call back with a prospect you can actually take them oh by the way I remember you went to you went to Croatia how was your trip how did you enjoy it did you know how are things there what it's going to show the prospect is how this person really knows me they remembered me they care about me rather than let you say oh did you how was your holiday the small differences make a big factor in the prospects mind and if you'd be in a position where you remember certain elements around who they are what they do know them dining using the right time to build that credit situation so the prospect thinks yeah I really like this person it makes a difference and it helps build your rapport and relationship with them it's gonna help them decide yeah I can trust them work with them so another really annoying factor when it comes to people trying to sell to me it's the language they use I hate people saying to me okay buddy or okay thanks pal or cheers mate or even I've seen it in situations where they talk to a lady and they'll use the word love oh my god please don't say those things do you know what yes you might think you've been friendly and engaging but you don't know how that prospects gonna react until you know them very well and so if you're not sure just call them by their name or even if you have to revert to two sir or madam or whatever's best someone does it on the fraidy if you're watching this you want to try and sell to me do not say the words buddy pal fella oh my god it definitely a debit for me when it comes to sales engagement don't do that with your clients make sure you use the language they can work with that makes them feel comfortable and if he gets to save you build relationships and you can start calling them mate whatever great but not at the start not at the start before you've done business with them use their name or use basic terms that's gonna help you and it's gonna help make sure that you get more credits and debits in their world so what's another small annoys you can do your prospects that can make them think company bother these people automatically adding them to to automation I engage in lots of my prospects and I will actually say to them look I send out a Saturday sales even by the way if you're watching the video you haven't seen head over to my website .misnylaw.com a go sure why I've done this I don't need more email in my inbox if they say to me hey James I've seen you I would love to be added to it great I mean but don't just add them into your database into your list just because you think it's the thing to do and they're gonna be ok with it it's not it's permission is driven by the the prospect not by you don't make that mistake and do it automatically because it may be a factor that makes a difference between the bank balance looking positive or negative when the decision time comes along the key things around credits in engaging with prospects when you talk to them is to focus on them not you in your communications I was with a client and doing some work with a client on Tuesday and I was she asked me to review some of the emails that she'd been send a night and I looked at some of the emails and they were all focused in her prospect engagement about them yeah sure they wanted the business so it was all about how can we help you sell this service how can we provide this service for you how can we offer this for you rather than actually thinking about the prospect we'd love to be able to help you deal with this challenge we'd love to help you grow we'd love to be able to help you make that happen we'd love to help you x y&z the realities focus on them within your communication not on you and what you want sure there's a service ultimately you're trying to sell a product or service you're trying to sell to them if you go in and try and make that the key focus of your conversation and the key discussion it's gonna make the prospect guy they're interested in them and not me they really care at me it's gonna be a debit that's gonna affect at the end of the time when the decision is coming to be made focus on them focus on what you can do to help serve and you give value to them and if you do that in your communications in in your general email and activities with them you're gonna be a massive factor it's gonna help make the difference between yes and no so another really small point that I think so important when it comes to debits is not replying back when you get a no I see this a lot where prospects will engage with the client and the client comes back to them that says thanks very much but it's a no at the moment and what the sales personal the business person does is go piss it off a bit I'm annoyed at that oh oh stuff I'm going to delete the email what we need to be doing in that situation is sending a nice simple email I'll put one up on the video for you to look at this says fact there are so much for your information mr. prospecting mrs. prospect I'm really sad to hear that I've not been able to win the business this time but I totally understand and respect your reasons for making that decision and I'd love to see if I can help you in the future it was so caird still like to share some value and information to you that can help you whatever you decide to do in the future best wishes for a successful project x-1 said doing that makes you look to the prospect like someone actually did care about them and not just cared about yourself but when you don't reply back to people it makes me think and people aren't again people trying to sell to me I'm thinking you weren't interested me in the first place you didn't really care about what was right don't just ignore them and not reply back reply back with some basic information that's gonna help you look to be the nice genuine person that you are and it's gonna make a difference when it comes to the prosper even considering you maybe not for now but for the future so one of the other major factors and I think when it comes to business and people working with other people is this might sound really weird but not being an ass actually do you know what the amount of people I speak to and work with who try and sell some it to me and then if it doesn't happen they'll just become a bit of an ass or even I've met them I've seen this happened a couple of times where I've let you have met someone they were a little bit rude to me initially I even had one guy that said yeah I'll talk to you another time and then realized I was in the meeting I was a key influencer in their decision and look on that person's face you could have I could literally bottled it it was like oh my god what have I done yeah you were an arse and you know what that's cost you the business because you made a decision to be something you thought you were bigger and better than that of a person so they won't treat someone as you'd like to be treated yourself don't be an arse and don't think oh I'm better than that person I don't need to be in that position sure if you have to give them tough and you say that but do it in a way that's kind and it was respectful in the old person's if you're an ass the chances are is gonna come back and bite you on the backside later on be nice be part because just treat people's you'd want to be treated yourself if you do that it's gonna make sure people have a respect and understanding for you and they're going to think even if they thought that you may be told to know that you're the right person for them don't be an ass it comes back to by you karma does happen in business and if you end up being like that and become someone that people don't want to work with it's gonna end you having more negative balances and positive balances which is gonna hurt you sales numbers so another one that makes a massive difference when it comes to debit it's being consistently late now this one is a real challenge for me because you know what my VA will tell you or most of my team that we've ever worked and will tell you it's one of my biggest learnings I generally sometimes try and pack too much into a day and that means I'm late for meetings or I'm late for conversations do you think what that annoys your prospects it's kind of make them think really can't you get yourself organized now of course there are reasons why it happens but don't be consistently late don't always turn up late always turn up has been the person that sorry I'm gonna be 10 minutes late here it's something I have to work on consistently and I know that if I do it with a new prospect then he's gonna make a difference at the end of the month or the end of the decision period don't be that person try and give yourself that time if it means summit you put the time aside get there early don't get there too early as well don't get there half-hour early that annoys people as well get there 10 minutes before the session starts so they're in a position to then engage with you but make sure that you're not consistently late it annoys people it's gonna be a major debit on the prospect bank balance that's going to potentially stop you within that business so another really great positive that you can do as we come to the end of this video is to share something socially you know what if they're in a position where you're working with that company or that person and you really like they're asked I'm not saying share everything and be so sickly that they think you're just trying to win their business if they've put a really great article of content out there share it say something hey that's great content I've really enjoyed watching and I'd love to share it with my network it's gonna make that person feel good it's gonna make them feel that they're do some great work and value and it's gonna help build a credit with them share stuff they do and it's gonna make a difference when it comes to that prospect thinking about you or whether they think you're someone they can work with and certainly a help when it comes to the end point of making that season - whether to say yes or no to your company so the final point on their safety to make sure you don't do when it comes to a debit is to harass people without thinking again when I do sales presentations I asked this question a lot what's the thing about sales that really annoys you one of the things that comes back so often is about harassing people and being too pushy and I did a video a number of months ago which I can share the link with you here I'll show the litany on the video which is all around how do you know whether to be a pushy salesperson or not and invariably it's about how that first conversation went and if the first conversation has gone well and you've really put up a rapport and you've asked the right questions and you and the prospects been really keen to engage with you and you've been able to measure those signs then do you know what things happen in their world be able to call them sure call them maybe once a week or call them maybe in the second week but then maybe say some hey I just want to check everything's okay because I haven't heard from you from well or maybe reach out for a different medium the chances are if they've really gone on with you and they've liked you they are going to want to carry on that conversation but they're just too busy at that moment don't harass them maybe three or four times in a week and owning stuff then I'm gonna move on give them the benefit don't try and put yourself in their shoes maybe there's summat they're going through that's affecting what they're able to do and maybe use your emotional control you know your emotional self awareness to reach out to them and say hey I hope you're okay these aspects make a difference and it makes a difference with a prospect it makes them think there but you're concerned about them and not just about your sales and your numbers and what you've got to hear so I hope this videos been useful I've loved sharing with you information around the prospect bank balance I hope you're putting in more credits and debits and if you're not if you want some help around that reach out to me I'll happily help you maybe sign up to my Saturday sales tips email go to James white dot business to sign up I'm here to help you get the results you want I'm here to help you turn your business goals into actual reality and if I can help you let me know but thanks for watching please share and subscribe to the channel if you love the content I'm giving you and if the other thing I like to do to help you if you've got a question you want asked or covered in a video just let me know as well thanks for watching I look forward to sharing another video next Saturday we you