by Joe Bonura, CSP
Third Time Is A Charm
Twice I walked by the shoeshine stand, and on both occasions, the
person manning the stand enthusiastically asked me if I wanted a
shine. It was on my third pass that he smiled and asked again. I
don't usually have my black leather tennis shoes shined, but I relinquished
and had them shined. He was so persistent that I did not have the
heart to turn him down again.
Persistence Speaks Louder Than Words
Often, when on a speaking engagement, the meeting planner revealed
that I received the booking because of persistence. If there is
a need for your product or service, it is a compliment to keep in
touch. Persistence tells the customer that you want their business.
Be The Best Pest
You don't want to be a PEST, but you do want to let them know you
are the BEST. Your persistence, in getting the business, will demonstrate
to them how you will treat them after you have the business.
Is Anybody There? Does Anybody Care?
In the past few months, my house has needed some repairs in order
to get it ready to sell. It has been frustrating to get people to
respond to our requests to do the work that needs to be done. Several
suppliers made appointments, and then did not show up, and they
did not have the courtesy to call to let us know that they were
not interested in the work.
A Moving Experience
We have called three moving companies to get quotes for moving
our smaller things, and only one of three gave us a quote, after
we called them several times. I told one of them that either he
is very successful or he did not care about serving potential customers.
He said that our business was important to him, and that he would
respond with a quote the next day. We have not heard from him.
It Is Not The Economy
How sad it is that these same people will go to an industry convention
with their peers and tell them how bad the economy is! It is not
the economy - it is their attitude toward being persistent that
needs some work.
Same Day Service
We have an office policy that if someone inquires about our services,
we send the information to them in overnight mail. Our prompt responsiveness
has gotten us many a booking.
It Pays To Follow Up
I have worked in the field with many sales people. I go in the
field and make an initial call with the sales person and get the
client seriously interested in looking at a proposal. In some cases,
I will check to see how the proposal went, only to find that there
was no follow-up with a proposal. When the follow-up was carried
out, they usually received the business.
They Will Show You The Money
There are people with money in their pockets, just waiting to put
that money in your pocket. The question is, "Do you want it
badly enough to make the effort to show up when they call, and then
follow-up with a proposal?" Before my field experience with
real sales people in the real world, I would have said that the
answer is an obvious yes. Now I know that, in many cases, it is
a resounding no.
Common Courtesy Counts
Challenge yourself to get back to your customers ASAP. If you are
too busy to help them, let them know and recommend another supplier
that you can depend on to follow through. If you are going to be
late for an appointment, give them a call and let them know you
are running late. My wife has changed appointments and stayed home,
only to be disappointed too many times in the last few weeks.
Let The Good Times Roll
If you don't take care of business when times are good, don't be
surprised if the customer won't be there waiting for you when times
Make a commitment today to follow through with your customers.
Be there for them, and they will be there for you.
© 2007 Joe Bonura & Associates, Inc.