Skip to main content

When You Hear No, Keep Going Strong


Leo was a sales rep for a furniture company. Every day, he would visit different stores to offer his products. He covered a huge geographical distance, but always visited the same places - as regular as clockwork.
There was one particular store that always said, "No." They already had a furniture distributor and there was no need to even have a meeting with Leo. The floor staff would always sent him away before he could even meet the buyer to describe how his service and products were different.
But Leo kept the store on his route, and every time he was in the area, he dropped by the store. After all, it only took him a moment to drive down the street, park the car, and ask for the meeting.
One time, just before Leo's visit, the buyer at the furniture store had a falling out with their distributor. When Leo showed up, the buyer (via the gatekeeper) said, "Sure, let's go ahead and talk!"
The buyer discovered that Leo was a really great guy. And he gave exceptional service. He asked about what was not working with the store's regular distributor, and went above and beyond to solve that problem - and for less money. In fact, he provided some options for free - options the buyer would not have ever asked for because no one had ever provided them before.
So how can a professional services firm like yours follow Leo's lead?
- Never give up, even when you keep hearing no - be accountable to your firm by being patient and persistent, and not giving in to your personal ego
- Weigh out your time - be accountable to your firm by making sure you are not spending too much time when there seems like there will be little return on that investment - particularly if you are in the area anyway...
- When you do get a chance to sit down with a prospective client, find out what his or her problems are - be accountable to your firm by confidently matching up your solutions to the client's problems
- Solve those problems - be accountable to your new client by following through and doing what you have said you would do
- Go above and beyond to create new solutions the client never even knew existed - be accountable to your firm by constantly striving to innovate and create new services that will help current and future clients.
Alan M. Dobzinski is the author of The Accountability Factor: The Buck Starts Here and a Certified Corporate Meeting Facilitator. He is also a Master Certified Coach (MCC) and Executive Business Consultant specializing in working with Family Owned Businesses and Professional Services Firms. To get Alan's Free report "7 Accountability Strategies That Will Actually Make a Difference to Your Bottom Line" visit http://accountabilityexperts.com/free-report/.
Labels:

Comments

Post a Comment

Popular posts from this blog

Richest Persons of the World and Their Stories

A person's wealth is often a measured by his success. People who have achieved incredible wealth in this world owing to their hard work and dedication are a constant source of inspiration for all. Though the list of the richest people around the globe features people from different cultures and countries, one of the most intricate quality they share in common is the constant dedication and efforts they put in to achieve their status. According to the Forbes list of Billionaires, the richest human on earth is Mexico based entrepreneur, Carlos Slim Helu. He is the CEO and Chairman of América Móvil which has been estimated to be around $74 Billion. Carlos has an engineering degree and has taught algebra and linear programming in the National Autonomous University of Mexico. The second place in the list belongs to one of the most well known person in the IT field, Bill Gates. His net worth is estimated to be $56 Billion by Forbes. Bill Gates owns the Microsoft conglomerate and does...
Post a Comment
Read more

Passion And Pleasure In Work Is Career Fulfillment

What Is Career Fulfillment? A father once said to his son, "Find a job you love and you shall never work a day in your life..." This is absolutely right. You have been educated, trained and molded for several years before you finally choose a career path. There is a vast selection of jobs that suit every individual. In the midst of these, you need to assess yourself properly about what you really want before pursuing a course. Do you aim for a huge income in the future? Or would you prioritize the quality of work over money? Are you looking for a job that would take you abroad? Or do you need a career wherein you'll be your own boss? Career assessment conducted to graduating high school students aim to discover what each student wants as a job. The assessment will also reveal which career will fit a particular person considering their skills, lifestyle, desire, attitudes, and personal drives. Graduating from high school and a career assessment is a major milestone wh...
Post a Comment
Read more

An Introduction to Secure Shredding: How to Get The Right Service For You

When running a company, it is important to properly dispose of all documents, especially those with secure information on them. Although it is possible to shred your own information, if you run a large company you probably don't have time to shred your own documents, and you probably don't want to pay someone full time to simply shred information for you. This is why locating a secure shredding company is extremely valuable. However, you do need to make sure the secure shredding company is going to be worth your time and your money. Not all shredding companies are the same, and because there is often valuable information in these documents, you need to ensure the company is not going to copy or steal the data. When looking for a shredding service, you need to investigate and see if they perform background checks. This is important because you don't want anyone convicted of crimes going through your data, even if it is just shredding the information. With the amount of ...
Post a Comment
Read more