Time. Kills. Deals. Speaker Ken Smith stated this in his lecture. Customers are seeking responsiveness. As I was reading, this concept was echoed in the Forbes article : Today’s Customer Has a Need for Speed. No one wants to waste their time, especially a paying customer. The more time passes the more likely you are to lose a sale. This could be partially due to impatience but a large factor is respect. If customer is not being tended to in a timely manner, it sends the message that the company/salesperson doesn’t respect their time or inquiry. This article addresses a study by marketing expert Jay Bauer. The study revealed that for two thirds of customers, speed is just as important as price. That is a startling statistic. The study also revealed that the first company to respond has the advantage. Customers are looking for their needs to be satisfied. They simply want to make a decision and move on. The first company to respond automatically has the customer’s full attention. The customer is eager to fulfill a sale, and will be willing to pay the highest price to the first company to respond. Time kills deals is a crucial idea to be aware of in the work place. It is important to be prompt and timely no matter your personal schedule. This idea is one that I have not enacted enough, and I have witnessed the same results addressed within the article. Not being responsive in a timely manner results in a lack of opportunity. Even beyond making a sale, this practice also applies to getting a job. If a company is interested in your application and reaches out, the time in which you respond will greatly impact their eagerness to converse with you. Some of the most successful people are the most responsive ones. This is not due to their lack of a busy schedule but rather they understand their role in curating and pursuing opportunity.
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