Clients Say, “I Don’t Like Long-Term Contracts” And You Say “…”

Dan Lok Show

Dan Lok

Careers, Entrepreneurship, Management, Business

4.9 • 825 Ratings

🗓️ 10 October 2020

⏱️ 6 minutes

🔗️ Recording | iTunes | RSS

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Summary

When clients say “I don’t like long-term contracts”, what can you do? Don’t say generic things like “this is our policy”. You have to dig deeper. In this EPISODE Dan Lok explains what to do when clients are reluctant to sign a long term contract with you. What will you implement after listening to this episode?

Transcript

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0:00.0	What do you do when your potential clients, they say, well, I don't like long-term contracts.
0:18.0	A typical salesperson would say something like,
0:21.3	well, that's just our company policy.
0:23.6	This is the way that it is.
0:25.2	No, please don't say that.
0:26.6	Or they might say, well, you know,
0:28.2	all our clients, you know, sign up with us
0:30.6	and they all have long term contracts.
0:32.1	Just trust me on it.
0:34.0	That's not what you say either, okay?
0:35.9	You have to go a little deeper.
0:38.2	What are they actually saying when they say,
0:40.4	I don't like long-term contracts?
0:42.4	What is exactly going through their minds?
0:44.5	It means one of these two things.
0:46.0	Number one, they're afraid that they cannot afford
0:49.1	what they're paying you 12 months or 24 months
0:52.1	or 36 months from now. Lack of cash flow.
0:55.0	They don't know if they could afford to pay you.
0:58.0	That's the reality.
0:59.0	That's what they're thinking.
1:01.0	Or they're thinking, well, what if this doesn't work?
	...

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