Do You Remember the Basics?
August 19, 2008 by Brad Shorr
Filed under Sales
Back several years when I was managing a very successful sales division, I was in a bar with my assistant sales manager waiting for a giant prospect to show up for an introductory meeting. My associate and I were on top of the world, puffed up with pride. Over our vodkas on the rocks we talked about how brilliant we were, how clueless the competition was, and whether the new kids coming up through the ranks could carry on our legendary legacy.
Then the prospect shows up. We shake hands. He ceremoniously hands each of us his business card. My partner and I fumble around in our pockets. We exchange an awkward glance.
We had forgotten to bring our business cards. Needless to say we captains of industry made a pretty poor first impression. Things went downhill from there.
Whatever you’re doing — selling, marketing, writing, managing, leading, following — doesn’t it always boil down to the basics? But as everyone knows, when you’re on top of the world, it’s easy to forget what got you there. And as my little story illustrates, that’s a frame of mind that leads in one direction — downhill.
Do you remember to execute all of the basics? Is there something you did to become successful that you should start doing more of starting today?
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Brad, this is so true and I have forgotten my business cards on more than one occasion.
Every time I play golf I am reminded of how important basics are. This summer, I wanted to refresh my game and took a lesson. Well, it seems some basics, like making sure I was following through and facing the flag [target] at the end of the shot, had slipped away somewhere. I find that one extremely important in many settings.
Hi Robyn, Very true! Golf is a metaphor for life on many levels. One of the problems with golf is there are so many basics to remember. (I generally remember about half every time I swing, but it’s never the same grouping.) Do you think life is like that? Are there many basics, or few? Hmm …
Brad, as soon as you have it down pat, think again. That’s my experience in many areas. And, that’s the reason for your post!
Hi Brad - this is a really great point and it just reminded me of a really basic thing I did all the time, that I haven’t done for ages.
I used to leave business cards everywhere. In waiting areas, cafes - even in restaurant bill holders when I was paying.
They’re so cheap and you never know when folk might be looking for what you have to offer.
Cath, Things like that are so easy to neglect - now that you mention it, I haven’t done that in a while, either. That changes now!
My recently graduated designer son created his own business cards - and very nice they are too. At his graduation I went off wandering and got chatting to fellow proud parents - as you do. I told them what my son intended to do ( website design being one of his specialisms - watch this space for a new style on my own site!)and each one asked for his card. Now it is one thing carrying your own business cards - quite another having a set of his “just in case”. My Dad was with me so he fished my son’s card out of his wallet and proudly presented it. I was so moved ( actually I am filling up as I write this).
But - that young man needs to read this post! I will be sending him a link!!!
Jackie, I can just imagine how your dad felt, and how you felt about him. There are certain things grandparents remember that no one else does, which adds so much richness to life.
So true! Forget the quest for shortcuts and get back to sales skills basics.
Thanks for the nice read!
Nick
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Rick, thanks for stopping by Word Sell!
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