There are plenty of times when time is of the essence in the sales process; project deadlines, product launches, in-hand delivery dates that have to be met — and a dozen other reasons why you don’t want to waste any time. On the other hand, there are plenty of times when you might be rushing through the process so you can move onto the next project — but your client feels rushed (and maybe even a little confused). These are the times when you might want to implement the “slow as a snail sale”.
The Slow As A Snail Sale
When you don’t rush your clients, it allows you to build rapport with your customers, dive in deeper into the projects they need help with and the problems they need to solve.
Slowing down your pace lets you clearly explain your work process to your customer and establish a schedule for project review, approval, and delivery. It also allows your customer time to review their checklist and double-check their specs to make certain there are no “I forgot to mention it earlier” moments which can derail or delay your production schedule, as well as blow a budget out of the water with surprise add-ons or rush charges.
Even when a customer may be trying to rush you to produce a project under a less-than-desirable deadline, it is still in your best interest to shift gears and slow things down to make sure you’re covering all your bases and important details aren’t being left out of the conversation.
Every time I’ve rushed a client project through against my better judgement because “they HAVE to have it by that vital super urgent deadline” and something does go wrong:
Somehow there is always time in the schedule to get it re-done the right way.
And those instances always cost you more in profits and (more importantly) in professional reputation.