As you may know, I meet and interact with a lot of people. Read pages 19 & 21 here for evidence.

Honestly, some of the people that I meet are not experts in their field. They don’t have enough product knowledge, industry knowledge, customer knowledge or market knowledge to ask a good question let alone understand the answer or their prospects actual needs. These people should decide what they want to be when they grow up. Commit to doing whatever it takes. Then go get whatever they need. Follow through and keep at it.

On the other side, I really am lucky to know some true experts. Dave Kurlan, world renowned sales development expert. Steve Groccia, world class banker. Dharmesh Shah, blogger, entrepreneur and software startup guru. Not only will I refer people that need their help to these experts, but they are also the people type of people that I trust to refer me to others that they consider experts in other fields. They understand what “expert” means.

I know what I’m good at. I’m a sales coach and tactical expert. I’m not a landscaper, Steve Crowe does that for me. I’m not a mechanic, Ryan Dodge takes care of my cars. I’m not a financial advisor, Pete Lounsbury does that for me. I have a doctor, a lawyer, a dentist, etc. Get it? I do what I’m good at and I get other people to do what I’m not good at for me or help me do it right.

Then, there are DIY (do-it-yourself) experts. They’re the people that ARE experts at something, but waste their time doing what their not good at,……… typically to save money. I used to try to grow grass. I make way more money in the time that I used to put into lawncare than I pay Steve to do it for me. I used to change my own oil, do my own tune-ups and have greasy fingernails for a week after I did. How much did that cost me? Now I typically schedule a cell call while I wait for Ryan to maintain my car. We all know contractors, web professionals, lawyers, CPA’s, IT gurus, architects, engineers, retail store owners, etc. that are really good at their stuff, but sorely lacking in sales ability. They really think that if they’re friendly, polite, and provide good service, that they’ll be successful.

When I meet one of these folks, and I’m greeted with a business card, a list of features and benefits or some lame attempt to put me in pain, sharp angle or reverse me, or some other transparent “sales trick”, I’ll usually play with them for a while (like cat & mouse) to try to figure out if they’re any good at there stuff. If they’re not, they get one of my “special” business cards and they’re gone. If they are experts at what they do, just crappy salespeople, I’ll typically ask them a few questions to determine if they want to be fixed or they like losing business that they should be getting. If they like mediocrity, I move on. If they’re willing to admit they need help, they become clients. Simple!

Do you know anybody that should be more successful than they are? Use the link at the top of the page to send me their contact info. I’ll call them and let you know what happens.