In Malcolm Gladwell’s book, Blink,
experienced art curators could immediately sense a fake when looking at
the Getty Museum’s prized Kouros statue based on their gut instinct
alone. Likewise, senior sales reps can usually sense a scam in the
opening lines of an e-mail or the beginning of a call.
Yesterday I spelled out 4 underrated scam techniques used against IT Resellers, and today I’ll list seven signs that should clue you in to steer clear.
1)Education doesn’t fit the buyer
IT Systems Administrators and Corporate Buyers typically have gone
through a lengthy education, so it’s a definite red flag if a caller
speaks in an uneducated manner or doesn’t use terminology that fits
their supposed expertise. IT Buyers and Admins just “sound” a certain
way that a scammer can’t easily imitate.
2) Spam-Mail Account
G-Mail, Hotmail, Yahoo and other free accounts are billboard-sized
warning signs. If they do have a proper e-mail, check the URL to see how
legit their site looks, and Google it to see if they have any
cyber-references.
3) Corporate branch office in an apartment
Google Map the address and take a look at the satellite view.
You’re looking for corporate offices, not colonials.
4) Won’t sign a contract
Make sure that you spell everything out in your contract and have it
signed by the buyer. Buyers hoping to short-pay you will be reluctant to
sign off on standard terms and conditions. If you decide to go to court
over a refusal to pay or a chargeback, you’re in a better position with
a signed contract.
5) Pushy
A new client that is overly demanding from the start may be a warning
signal. Take a step back and evaluate the scenario. A scammer knows he
has limited time to pull the wool over your eyes.
6) Mismatched Items
The client wants an external tape drive that won’t work with the server
which they’re requesting. When pressed, they usually don’t have an
explanation.
7) Large increase in purchasing
Predicting that a client is about to go bankrupt is typically difficult,
but if you see a sudden increase in purchase orders from a client, it
might be time to cap the credit limit and re-evaluate their references.
Always remember to trust your gut instincts. And good luck out there.