5 Signs You'Re Dealing with A Phony Prospect

In a recent companion article I supplied "5 Reasons Not to Divulge Client References Up Front." In that piece I mentioned the fact that some inquirers, especially via email, may be set-ups. Their buddies have asked them to gather competitive intelligence so they can outflank you in the marketplace. As fate would have it, within a week of writing that article, I got an inquiry from someone that has the five earmarks of a phony, according to this top speaker, international consultant, and best-selling author of 12 books and the popular Nightingale-Conant audio program THE LAW OF LARGE NUMBERS HOW TO MAKE SUCCESS INEVITABLE.

In a recent companion article I supplied ?5 Reasons to Not Divulge Client References Up Front.? In that piece I mentioned the fact that some inquirers, especially via email, may be set-ups. Their buddies have asked them to gather competitive intelligence so they can outflank you in the marketplace. As fate would have it, within a week of writing that article, I got an inquiry from someone that has the five earmarks of a phony. Through the exchange of three emails, these tip-offs were made:

(1) His email bore a stupid screen name, suggesting immaturity, and was attached to a hotmail account, not to a proprietary web site account.

(2) While he mentioned he owned a small group of retail stores staffed with over 60 salespeople, his company name, phone number, and other ?signature? identifiers were missing.

(3) His grammar and syntax are seriously flawed. Of course, it?s possible he bootstrapped his way to success without a full, high school education, but I doubt it. Most self-made business owners know their communication limitations, and they choose brevity and clarity.

(4) When I asked for the locations of some of his stores and offered to stop by one of them, casually and not on the consulting clock, he responded defensively, without reason. He doesn?t want to give up the cloak of invisibility. Even the most sensibly cautious people will make basic disclosures over time; they?re a signal of and a contributor to, growing relationships.

(5) He made a big deal about having to wait to see my references, though I directed him to over 1,100 of my articles, and a Google search will reveal much pertinent background business information. He can open one of my 12 books at a library or bookstore. He?s lazy, and most thieves are, along with those who are looking to get something for nothing, or to take unfair advantage.

It goes with the territory that if you?re prominent in your field, flies will be attracted to your picnic.

Swat them away without remorse, and don?t let them keep you from serving those that are really putting food on your table.

Dr. Gary S. Goodman is the best-selling author of 12 books and more than a thousand articles. A frequent expert commentator on radio and TV, he is quoted often in prominent publications such as The Wall Street Journal and Business Week. His seminars and training programs are sponsored internationally and he is a top-rated faculty member at more than 40 universities. Dynamic, experienced, and lots of fun, Gary brings more than two decades of solid management and consulting experience to the table, along with the best academic preparation and credentials in the speaking and training industry. Holder of a Ph.D. from the Annenberg School For Communication at USC, an MBA from the Peter F. Drucker School of Management, and a law degree from Loyola, his clients include several Fortune 1000 companies along with successful family owned and operated firms. Much more than a ?talking head,? Gary is a top mind that you''ll enjoy working with and putting to use. He can be reached at: [e-mail]