Going through the motions is not going to cut it. Ken Goldstein on how to be successful.
Here are a few marvels of bad business practices I’ve experienced in the past month:
In the middle of a presentation pitching me for a strategic business services contract, the presenter nonchalantly said the words: “We don’t really need this business.” He didn’t get it.
I reviewed two proposals for a project: one a two-pager with one paragraph personalized and the balance consisting of the company’s credits; the other a five-pager all personalized around my project with a single paragraph at the end articulating the company’s vision. The five-pager won.
I received via snail mail a stock market overview newsletter from one of the largest financial services companies in the world. Inside was the business card of some guy I have never met. There was no note, no signed cover letter, not even a form letter. Does he think I’m going to read the newsletter, pick up the phone, call him, and move my portfolio to his firm so he can manage it? Straight into the shredder it went. Cost of printing and postage vaporized.
Our phone rings in the evening. Often. With no Caller ID recognizable on the little screen. Occasionally I pick it up. There’s a pause, handing off my call from the much-despised auto-dialer. Someone tells me he is a building contractor of some kind and he is going to be in my neighborhood tomorrow and can he stop by and offer me a free estimate on work around the house. No, you can’t have my address. You lost me at much despised auto-dialer.< Another contractor who was referred by a good friend actually came to the house, walked through the prospective project with us, took a copy of our site plans, and said she would get back to us with a proposal. A month later we hadn’t heard from her. My wife called and emailed, asking if she was still interested in the project. Still didn’t hear from her. The next email from my wife asked her to return the site plans. Coincidentally, we were subsequently asked for a reference on this contractor by another friend. You can surmise how that went.
What are the key takeaways here?
First, if you want a piece of business, care enough to go out and get it. If you don’t, don’t waste your time or mine.
Second, never confuse tonnage of time invested in vast outreach with proper, focused, caring effort. You can allot infinite hours to scouting the wild, but if your approach is lazy and lacking in detail, your results are likely to reflect your lack of innovation and thoughtful initiative.
Pitching is not perfunctory. Much like dating or interviewing for a job, it’s how you get to know someone before you decide if you want to pursue a more involved relationship. Don’t tell me in the Digital Age a sales call is somehow different from yesteryear. A sales call is still just that—it’s one of many steps in securing prosperous deal flow. It requires the art and science of selling. If you’re not going to bother preparing, being respectful, being responsive, or following through, just stay away. We’ll both be a lot happier — although you won’t have my business, my endorsement, or my goodwill.
Not a problem. You probably don’t care. But you should.
Here’s the thing: you may have enough business now, at this very moment, but you won’t always. No one does. What matters when you don’t have enough business is how wide your network has become — the glowing part of your network. You have no idea where one client can lead you, where one prospect can lead you, where one seemingly casual handshake can lead you. What you can know for sure is that a burned bridge leads nowhere, usually in perpetuity, and the swiftness with which a bridge can be burned forever pales in comparison to the time it takes to build a relationship.
Relationships are worth it. You need them. We all do.
Here’s the corollary: if you don’t have enough business right now, there are no real shortcuts to landing new work. You may think it’s a numbers game and you can just dial and smile, carpet bombing the business terrain with junk mail and door-knocking. What kind of clients do you think that is going to bring you? A crappy sales pitch that does lock in a piece of business is likely to land you a crappy piece of business. Think about who would respond to your unpolished approach. Now imagine their sophistication in carrying out the contract, paying their bill, and passing you along to another prospect. If a crappy pitch and a crappy client are the foundation of your business, I think you can fill in the blank with the adjective that best describes that business.
Imagine instead a well-researched approach to a narrower set of prospects. Imagine doing your homework, preparing a written, phone, or in-person pitch that speaks to your desire to do a job that will capture a client’s imagination. Imagine being sharp, creative, and personal in asking for the business. Imagine following through with a great job that exceeds customer expectations. Then imagine the reward of future business from that client (repeat business is the best of all, because your sales costs are so low), or the networking value that will come from future business you could otherwise never access. Is that what you want, or would you prefer to continue dialing and smiling — and generally soiling your name and reputation before you even get a chance to demonstrate what you can do?
When I get an email offer letter from Yosemite, they refer to my last visit and craft a well-priced offer that speaks to me as a person. We recently were referred to another contractor, who showed up on time and had already had a look at the yard so he had ideas to share immediately after we said hello. One of the national non-profits I support calls once a year just to thank me for my donations and ask if they can send me any information about upcoming programs, without requesting an incremental dime. A market research vendor recently reached out to me on LinkedIn and invited me to a conference that was relevant to one of my business interests, spent time with me at the conference, and is now at the top of my list when I might need his services.
None of this is very hard to understand, but it is immensely hard to do consistently, which is why it gives those who do it a competitive advantage. What they all have in common is one simple thing: they care about my business. They convince me that they want my business, not just any business. They don’t take it for granted. I’m not lost in a carpet bombing campaign. I want to respond. I want to be an evangelist for them.
Before you formulate your next pitch, before you pick up the phone, before you hit send on that email, before you waste the money on postage, ask yourself the one simple question that will make your sales pitch better: Do you care?
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