You Can’t Build a Business on Tire Kickers

Simply put, a tire kicker is a client or prospect who shows a lot of interest in purchasing a product or service, but there is always a reason why they cannot or will not buy from you. You can recognize them easily because, when the time comes to buy from you, they:

1) Disappear.

2) Moan about the price without concrete resolution.

3) Start an endless contemplation process.

With this scenario, it will be practically impossible to generate any sales or income. For this reason, you need to identify and eliminate the tire kickers immediately.

Tire kickers are also often found trawling the internet for so-called free information, but what they do not realize is that trying to piece together information found on the internet can often have disastrous consequences, and here is why:

There is a big difference between the results that a professional can get for you and random information found on the net.

Very often, the information shared on the internet is not case-specific; therefore, it is usually not in sequence and cannot be applied correctly.

When you work with a professional, you pay for the convenience of getting the correct information, and most of all, information that is up-to-date.

Again, a lot of the information shared on online expat platforms is missing pieces. This can really lead to major issues if someone tries to apply this information to their own specific case.

There is nothing like sitting down one-on-one with a competent professional and being able to ask all the questions you need to feel confident moving forward.

Tire kickers will probably never understand that they need to pay for certain information or products, especially anything that has to do with immigration compliance, taxation, or real estate.

I have spoken to people who argue that because you are not spending any money entertaining the tire kickers, there is really no problem — but think about this. Very often:

1) They just want to get your business intelligence to try to do it on their own.

2) They do not value your consultation time, which costs you in terms of your resources.

3) It takes time from concentrating on viable, revenue-generating prospects.

4) They can be toxic to your motivational state as there is a lot of action but no real movement or conclusion.

The Solution: Solve High-Value Problems

If you want to take your sales and the quality of your clients to a whole new level and position yourself as a thought leader, you must solve high-value problems. To do this, you must consider four things:

1. Identify the high-value problem (HVP) that your client needs solved.

2. Produce a strategy to solve it.

3. Create a system that can monitor whether what you are doing is what you set out to do.

4. Identify tangible metrics that show your solution is working for your client.

If you invest in each of these steps carefully, you will be able to go into the market with genuine solutions to high-value problems, not only for your clients, but also for prospects that are not being served properly by their current supplier. Also, price is normally not an issue when you have a reputation for being the go-to person for solving high-value problems.

If you require any case-specific assistance, please feel free to contact me www.damienofarrell.com

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