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Weeding out the tyre-kickers

Posted by practicesales on December 13, 2016
| 0

Tyre-kickers are annoying!

That sounded harsh BUT in the process of selling your healthcare practice it is inevitable you are going to get your fair share of tyre-kickers.

You know the type, they claim to have an interest in your healthcare clinic, they happily sign a Non-Disclosure agreement, look at the sales prospectus, request the profit and loss statement. They ask a whole bunch of questions (some ridiculous) Then they go quiet.

They consume vast amounts of our and your time…. BUT for every five time wasters there is one genuinely interested prospect and they start their investigations the same way. So bearing that in mind, we treat everyone the same… as genuine interested buyers… until they’re not.

The usual process for the timewaster is as follows:

  1. Initial enquiry
  2. NDA sent
  3. Sales Prospectus – requested
  4. Financials – requested
  5. Some questions
  6. More questions
  7. More questions
  8. Nothing – follow up, nothing = tyre kicker

The usual process for the genuine prospect is as follows:

  1. Initial enquiry
  2. NDA sent
  3. Sales Prospectus – requested
  4. Financials – requested
  5. Lots of questions
  6. More questions
  7. Inspection of clinic
  8. More questions
  9. Offer
  10. Negotiate
  11. Agree on price
  12. Sale

Whilst we need to qualify the prospects, we don’t want to turn them off by being unprofessional or unresponsive.

Below are some tips on how you can stay positive during the life cycle of the sale:

  • Be patient and let us worry about prospects
  • Be prepared to answer questions – efficiently – you don’t want a hot lead to go cold due to slow progress
  • Be flexible with your inspection times and dates

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