Several times recently, I had to walk the same route to a meeting every morning. What was interesting along this route was that every day the scene changed. I walked at different times, and every time there were different people doing different things. It made me think about the business world and how timing is everything.
If I want to meet with certain people, I leave at certain times. Different people, different times. Just a minor alteration in the time of day can make a huge difference in the people I meet. What does this mean for the business world? Making your offer to the wrong person or at the wrong time can mean that they are unreceptive, or unavailable. Offering the exact same product or service to a person at a different time could mean everything.
I spend a lot of time in the professional speaking world, and I know from working and talking to other professional speakers that conferences have various cycles. We see that they are open for speakers at certain times. At other times, they have their slate of speakers closed. They are preparing for the next conference.
Timing is crucial here. If you are a speaker trying to enter a particular conference, and if you apply when their speaker request is open, you have a much greater chance of being a speaker at that conference. If you attempt to join them when their list is closed, or when they are already full, you may not have the same success. The same is true for selling any other product or service. Is the buying agent inside the company ready for an offer? Is it a good time? Do they have a need?
We hear the legendary tales of the salesperson that calls the company right when they have an immediate need. What does that do for everybody? It raises the question: What are you doing to time sales for your company?
How are you thinking about your buyer’s needs? How are you making sure that you are connecting with them at the right time? How do you think about timing in your business? Let us know in the comments below. We’d love to hear from you.
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This posting is intended to be a tool to familiarize readers with some of the issues discussed herein. This is not meant to be a comprehensive discussion and additional details should be discussed with your attorneys, accountants, consultants, bankers and other business planners who can provide advice for your circumstances. Each case is unique. Past results do not guarantee future outcomes. This article should not be treated as legal advice to any person or entity. Freeimages.com/photographer Jean Scheijen.
About the Author
R. Shawn McBride is the Chief Innovation Officer at McBride For Business, LLC. His signature keynote, The 3 Laws of Empowerment, gives audiences an entertaining look at how they can prepare, plan and protect themselves. You can email R. Shawn McBride or (214) 418-0258.