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Thursday, July 7, 2011

Impact

The opposite of love is indifference. At least with hate I’ve been noticed.

I was working at a large tech meeting, observing the different sales folk. The most successful ones, the ones creating interest, were scrambling to support the meeting, ostentatiously taking action to move the meeting forward. They had people inquiring about what else they could offer.

There was another group, “legends in their own minds,” either by virtue of their organization or their perception of themselves. They were standing back, smirking, judging, uncomfortable.

I asked one of the lurkers what he did to support his golf habit? “I’m with BIGCO,” he replied.

Last time I checked, BIGCO had over twenty offerings. I didn’t care enough to ask a second question. I had work to do.

I have occasionally ridden with the welcome pressure of great marketing, but it is fleeting at best. More often I have to do my heavy lifting without it.

Best to plan on supplying my own impact.

2 comments:

Carol Covin said...

Great graphics, simplifying and illustrating the sales process.

Jack Gates said...

Dick:

I have some dim recall about high school dances and the really 'cool' guys leaning against the back wall with one foot on it (until yelled at by a teacher). They were so cool - hair combed in current style of a DA or the comb-over which created a carrier landing deck on their head; posing as being cool; stoic (not cool to talk); and other than their ego, they were pretty lonely up against the wall.

Skip forward to today and I believe you are describing the same group - against the back wall; not contributing or engaging; waiting for the johns to come to them; they may even have the comb-over (although the analogy is now the deck of a dingy due to loss of volume).

The ones making their own waves by contributing to the meeting with comments and doing what needs to be done, are also creating a friendly and helpful aura, which portrays how they will likely approach working with you after the sale.

All the better if they have a piece of paper with useful information and their contact particulars to leave with you.

Which are you most likely to remember best after the meeting is over? Who would you call to do business with?

Make your own impact by being genuine and engaged.