Let’s talk baseball for a minute. When a batter is in the on-deck circle, it’s paramount that he pays attention to the pitcher. He’s sizing up the pitcher… checking out his method of throwing, his body position and the speed of his throw. We call it “getting your timing in check”. He’s searching to find his right moment on the plate when it’s his turn at bat.
We’ve all heard the saying, “being in the right place at the right time ”. Not only is this how we find it in baseball, but we also know that it can be this way in business. We’ve all been here. You’ve visited with a prospective customer. In your mind, you’ve established a need that this potential customer has for your equipment. You’ve made one or two follow up calls, but still no pulling of the trigger. You’ve even sent a courtesy email, hoping to catch him at the right moment. But nothing.
The Need Has To Be There “Timing” and “Need” go hand in hand. You see, the timing is not right unless the need is there. Timing can be one of several things… your customer is expanding. Or a machine is down. Or your customer may be adding another service to his existing line of services. Once the timing is in place, the need is usually close behind. It just has to be established. So, the bottom line is this… if your customer is not in the market to purchase equipment, then the need to invest in that equipment is not quite there yet. So, we wait on it… patiently.
Now let’s go back to all the things that you’ve done hoping to find the right time… the visits, the follow up calls, the emails. At some point, you’re going to be in the “right place at the right time” and this prospective customer you’ve been so anxiously waiting to do business with will be needing to upgrade his equipment because he’s moving into a larger facility. Or he’s going to need to replace a broken-down machine that’s losing production time. Or he’s going to add another service for his customers and his going to need a certain type of equipment [that you sell] to make that happen. The idea is for him to remember YOU… remember the visits, the follow up calls and the emails.
Stay the Course Financing is no different. I reach out to equipment dealers every day, hoping to find the right time to do business. Until the need for our services is there, my timing is off. So, you and I continue to stay the course, keeping our presence known. And when we do this, we can be assured that an opportunity will eventually be presented. It’s just a timing thing.
Whether you’re looking to invest in equipment or just want more information about the many solutions we offer, we invite you to Apply Now or give us a call and together, we can help find the right cash flow solution specific to your needs.
Please let us know below in the comments section what you think about this blog topic. Also we would love to hear if you have any blog topics you would like to see in the future.