Left unaddressed, your dream client’s constraints become your failures.
Your dream client doesn’t want to invest the money necessary to produce the results they say that they need. Without making the right investments it will be incredibly difficult to execute. When you fail to produce the results you promised to deliver, you will have failed. It won’t be because you had bad intentions. It will be because you made your prospect’s constraints your own.
Without gaining the consensus of the stakeholders within your dream client’s company, it will be difficult to stand up your solution so it works as it should. Your contacts within your dream client’s business don’t believe that it is necessary to involve the other people who are going to be impacted by the decision to change, believing that you will be risking your ability to gain approval if you involve them. When these stakeholders resist the change, dig in their heels, and stop just short of sabotaging your solution, it won’t be because your solution wasn’t right. The trouble will be the result of you having allowed your customer’s constraints to become your failures.
There are a list of things that you know your prospect needs to change to move from their current state to their desired future state. The thing is, they really have no interest in changing these things. They don’t want to change the way they do things. They don’t want to try anything new. Every suggestion you make is shut down with the answer, “We can’t do that.” You can get ink on paper, but when you fail to deliver, it will be because you have allowed your dream client’s constraints to become your own.
If you want to execute, you have to be honest and help your prospective clients deal with their constraints.
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Filed under: Sales