Letters To RainToday: Jill Konrath: Scaring Prospects Away

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Article Are You Scaring Your Prospects Away?

Author Jill Konrath

My Thoughts
Jill could not be more on target in her descriptions of an opportunity to work with a client or customer and the series of behaviors that will kill this touch point and place you out of position for future interactions. It took me around 15 years to really make the transition she presents from 'pouncer' to become a person dedicated to interacting to clearly understand on the other person's terms. Now I treat what I first hear as what I first hear. I drill down, ask questions, and thread on their answers by questioning based on their answers. We now have a conversation (rather than a surface level duel with me doing way too much talking).

The result these past 8 years is that I increasingly learn more about the real, root situation- not the just the first point mentioned. The relationships and assignments with 80% of my clients are multiple year and year after year in span and scope. I only work with clients willing to engage in real conversation and because I am now interested in them and their situation we have deep, continous discussions about what really matters and offers meaning. Still not sold- above the expected fees increase over 8 years I have more than doubled my annual earnings and have significantly grown my firm and its profitability while continuing to decrease operating expenses. It is amazing how much expense is created by pursuing the wrong prospects and adding to waste and expense by converating them to clients! Jill thank you for so clearly and accurately reminding us that we can get in our way when our intentions and our behaviors don't align. Very well said.

My Name Kirby Martzall

My Title &
Firm Name President, KL Martzall

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Article	Are You Scaring Your Prospects Away?
Author	Jill Konrath
My Thoughts	Jill could not be more on target in her descriptions of an opportunity to work with a client or customer and the series of behaviors that will kill this touch point and place you out of position for future interactions. It took me around 15 years to really make the transition she presents from 'pouncer' to become a person dedicated to interacting to clearly understand on the other person's terms. Now I treat what I first hear as what I first hear. I drill down, ask questions, and thread on their answers by questioning based on their answers. We now have a conversation (rather than a surface level duel with me doing way too much talking). The result these past 8 years is that I increasingly learn more about the real, root situation- not the just the first point mentioned. The relationships and assignments with 80% of my clients are multiple year and year after year in span and scope. I only work with clients willing to engage in real conversation and because I am now interested in them and their situation we have deep, continous discussions about what really matters and offers meaning. Still not sold- above the expected fees increase over 8 years I have more than doubled my annual earnings and have significantly grown my firm and its profitability while continuing to decrease operating expenses. It is amazing how much expense is created by pursuing the wrong prospects and adding to waste and expense by converating them to clients! Jill thank you for so clearly and accurately reminding us that we can get in our way when our intentions and our behaviors don't align. Very well said.
My Name	Kirby Martzall
My Title & Firm Name	President, KL Martzall