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We are in the sorting business |
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Written by Chuck Brady
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Monday, 07 August 2006 |
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I wanted to share with you an article written by Kim Klaver. I love the way she uses the shoe analogy to illustrate her point. I say very often how we are in the sorting business; life is about finding the right people to work with in the right circumstances. Have a look at what Kim has to say on the subject.
"Lulu goes to Nordstrom to buy shoes. Pretend the store has 5,000 pairs of shoes. Those are the prospects. Lulu says she wants shoes for herself. The moment she decided that, half the prospects got dumped. There are now 2,500 pairs of shoes left for her - the women's shoes.
Now she says she wants running shoes. Take away about 75% of the women's shoes. That leaves 625 pairs. And Lulu wants Nikes. Remove 70% of the women's running shoes. Leaving 188 pairs. Lulu's a size 8. Remove 85%, leaving 28 pairs. She also prefers white with silver trim. That knocks out another 75%, leaving 7 pairs of shoes.
The salesman brings those out, and she buys one pair. Looking for customers or business reps is like shopping for shoes. Like shoes, there are many prospects, but only a few are the right fit. How much time does the salesman spend forcing the wrong size shoe on your foot? And how would you react to such a salesperson? Are you doing that to your prospects?"
It really hits the mark, doesn’t it? Understand that not everyone is the right fit, take the time to find the right people to work with and you won’t be left with blisters.
Cheers,
Chuck Brady
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