Estimated reading time: 2 minutes
“What you put out is what comes back to you.”
You might think it sounds a little woo woo,
But it’s 100% the truth.
12 years ago I joined a big bank as a completely inexperienced sales guy. My first assignment was to go find customers.
On my first day, my “buddy” that was assigned to mentor me in this position hands me a sheet of paper and says “Here’s what you’ll give to prospects.”
I couldn’t believe what I was looking at.
The sheet had 8 products on it…
8 out of 90 that is…
“So you just want me to sell these? And leave money on the table by not offering the other 82 products?”
That’s when he said it – “What you put out is what comes back to you.”
The explanation changed everything for me.
“If you go around telling prospects all the small things we do, that’s what you’re going to get, and growth is going to be slow and difficult.
If you only tell them about the biggest and best things we offer, that’s what they’ll take.
That’s more money with less effort, just by leaving the things you don’t want off the table.”
I’ve followed this philosophy ever since.
There’s nothing wrong with having 90 offerings,
It’s a great way to keep your customers coming back for more.
But when talking to prospects,
Limit the conversation to your most profitable product lines that you can deliver with confidence.
That’s how you grow efficiently.
Your customers will love you for simplifying things and delivering on your promises.
Your business will thrive since you are selling profitable products and services.
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Digging deep on banks is what I do.
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