Up Front Contracts are crucial to people believing in your honesty and integrity in business today. You need to be up front about your intentions.
Up Front Contract
What is an “Up Front Contract”? This is where you state your intentions and expectations before any meeting so that both parties can agree to invest the time and respect each other’s needs.
- Why did you ask for my time?
- What do you want to talk about?
- How long will it take?
- What will the next step be?
Every meeting should have an Up Front Contract or UFC.
“Hi Jane/John, I’m calling because I specialize in working with people like you to streamline business processes and I believe I can help you save your company a lot of time and money. I would like to take 15 minutes of your time and at the end of that 15 minutes, you will decide if you are interested in learning more. If at any time you want to end the conversation, that’s up to you. When is the best time to meet?”
This helps me understand why I should invest the time, what we will talk about and what expectations you have. You also gave me control, as scary as that is. By giving me control, I’m far more likely to give you the 15 minutes you asked for.
Honesty and Integrity
Take some time to develop a relationship with your prospect without spilling your candy in the lobby. Don’t be in such a rush to tell them everything you think you know. They have heard it all before. Let them get to know you and believe that you will tell them the truth when they ask. Instead of selling to them, help them buy.
I really need you to be honest with me. I only deal with people I know, like and trust. When you establish your Up Front Contract, you need to keep your end of the deal. Don’t say 15 minutes if you intend to go 30 without specific permission. When you hit the 15 minutes, it’s time to either stop or establish a new UFC. Breaking the contract will destroy your integrity and I believe there are no second chances. Do what you say.
Make good up front contracts and live up to them. It’s crucial to the integrity of your business.
Make it a great day,
P.S. What am I thankful for today? I’m thankful for Tim Rooney who taught me about Up Front Contracts. I’m thankful for my time at Investors Group leading me to Tim Rooney. I’m thankful for all the opportunities God has given me.