The Real You Is Better!

Credit: Bill Gillespie

Years ago I made a cold call. You guys know what those are. They’re the thing that doesn't work according to sales automation experts. Balderdash! But that's a story for another day.

In any case, I made a cold call. A larger agency had purchased a smaller agency that I was doing business with. I was going to lose the work I had been enjoying. I had no relationship with the
larger firm.

I went to see the lady in charge. She had a big reputation. I had elected not to call on her years earlier and had enjoyed success without her. She was doing fine without me too.

I found myself in her office. She never looked at me. She continued to look at her typewriter (remember those?) and composed a document. I was looking at the side of her head the entire time.

I started to babble. I heard myself ramble on about presses, capacity, quality and service. I was doing everything I say not to do in my workshops. I was nervous and totally confirming her decision not to use me as a supplier.

Finally, I stopped. I'm still looking at the side of her head. I asked, "may I start over? I'm so nervous I'm totally blowing it. I'm doing a terrible job."

She stopped typing, looked at me and asked, "why are you nervous?" I responded that she had a big reputation and I had heard how tough she was. I was blowing my pitch as a result.

It totally made her day. My nervousness validated her. It demonstrated that I knew she was the power person in the room. I was fumbling but it was exactly the right thing to do.

She stood up and asked, "would you like some coffee?" I responded that I would. We walked down the hall, poured cups for each other, sat down and made proper introductions. We got to know one another in a totally casual manner.

We did millions. We became friends and worked together for years. I made career moves and she did too. It didn't matter. When the opportunity to work together presented itself, we took advantage of it.

Moral of the story, be yourself. Be professional but share your excitement. Share your gratitude for the meeting. It's ok to tell them if you're nervous too.

Validate your prospect, not your printing press.

If you wonder about the photo...it has nothing to do with this story. It's our guest room in Utah. I love seeing the look on visitor's faces when they start to stow their luggage.

Make it a good sales week. You’ve got everything you need between your ears!