Fishing is Still a Good Metaphor Part II

We have all been turned off by pushy sales people. It's an unfortunate stereotype that causes some service professionals such as attorneys and accountants and even some sales people to ease off a little too much. In fishing for panfish, which are plentiful, but good eating, it is really important to set the hook. If you aren't paying attention, the little fish will nibble and nibble until they have your worm and you have nothing to show for all of your effort. You got up early, got your gear, dug the worms and drove the fishing hole, cast out and waited. Now you have a nibble and it's time to set the hook. Will you sit there and wait for the fish to get hooked? Will you say "well, if the fish really wants to get hooked, they will?" Likewise, you have a great service to offer and you have someone interested, but they haven't made a commitment yet. You are legitimately concerned about being both professional and ethical. But are there dignified ways to close? Sure! What's wrong with letting the customer know at the end of the conversation that you would be pleased to have them as a client? What's wrong with letting them know the next steps should they chose to hire you? Or what further questions they need answered to make a decision on hiring your firm? Nothing! There is nothing pushy here, but it clearly demonstrates that you are interested in the client and their project or case. You are merely helping the customer make the decision, not pushing them into anything.

(c) 2005 Shaun Jamison, Success Coach, All Rights Reserved.

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