One of our readers just wrote me asking if I had any advice on contracts. He recently purchased a managed services contract from a lawyer that is marketing them and says it is 25 pages long!
Are you serious?! Name any other product or service you’ve ever purchased in your life that came with a 25 page legal contract. I can name one - my house. You can get brain surgery done without a 25 page legal contract! In case you all have not figured this out yet, lawyers aren’t exactly know for their common-sense business perspective - never let them make a decision for you without putting it through your B.S. filter.
Everon’s contract for managed services is 2 or 3 pages long (I’m not in the office right now and I can’t remember which, but it’s one of those!). I can’t imagine what legal mumbo-jumbo is in a 25 page contract, but it’s completey worthless, and it is costing you sales.
Look - sales is the hardest problem to solve in this industry. You absolutely must remove any obstacles your client has to make a purchase with you. I can tell you for sure that if your prospect looks at your 25 page contract and then sees Everon’s 3 page contract, you are in trouble.
Be easy to do business with…
Remove obstacles to sales…
You will sell more!
MRC
