Do You Feel Finlay’s Pain?

Ripped from the Headlines in Edinburgh, Scotland:

Last year, Finlay Crawshaw walked into a corner shop on Gorgie Road with a kitchen knife and a get-rich-quick scheme.

He pointed the knife at the two clerks behind the counter and demanded money.

They laughed at him.

(It’s all caught on surveillance video.)

Finlay (shouting): You laughing at me?!?

Amused clerk: We got no money, man.

Finlay: You’ve got NO MONEY?

Finlay retreated from the store as the clerks kept laughing.

(So much for get-rich-quick.)

Over the next two weeks, Finlay attempted two more robberies before the cops caught him.

The tragic tale of Finlay Crawhaw came out in court where, in May, he pleaded guilty to three assault and robbery charges.

I feel for Finlay…

…not because I root for robbers…

…but because I know how it feels to ask someone for money…

…and hear, “We got no money, man.”

A “prospect” books a discovery call. You share my expertise. You describe your products and services. You reveal the price.

Then you hear crickets… or worse.

One time (I don’t have this on surveillance video, but this really happened), the prospect started laughing.

“Oh no!” she cackled. “I can’t afford that.”

(So much for my “get-clients-quick” plan.)

Has it happened to you?

You open your calendar for client-getting consultations. You show up in the Zoom room ready to make a big sale…

…only to spend time with tire-kickers who expect free advice, discounted services, or other profit-crushing gifts.

(It would be laugh-out-loud funny if it wasn’t so sad.)

Finlay might have avoided the humiliation if he had cased the joint. He might have noticed the sign that says, “No Cash on Premises” or “Clerk Cannot Open Safe.” He could have moved on to the store where the cash was flowing.

But what about you? How do you case the joint?

How do you know the difference between the real prospects who are a great fit and can afford your services, versus the tire-kickers and freebie-seekers?

I work with an attorney who used to spend way too much time with the unqualified, we-got-no-money crowd…

…until she asked prospects to complete a survey when booking a consultation.

The survey includes disqualifying questions, such as whether the prospect is prepared to invest at least “$n” for her services.

Qualified prospects will answer the question. Tire-kickers and other suspects will quit the survey before they book — or they will reveal themselves as unqualified. In that case, the attorney can reach out before the scheduled date, say she’s not a great fit, and suggest alternatives that better fit the suspect’s needs.

No more time-sucking, profit-crushing meetings with tire-kicking, freebie-seeking suspects.

It’s a great strategy.

The next question: How do you implement this strategy?

I’ve shot a video that walks through how to build a case-the-joint system so you can fill your calendar with qualified prospects who turn into clients and disqualify the time-wasting, profit-crushing suspects. More sales. Less humiliation.

Want to see the video? If yes, reply with “I feel Finlay’s pain,” and I’ll send it to you.