Rainmaker Resilience Test
How would you react, if the following happened to you over the course of a month as you tried to develop new business?
- Three unreturned phone calls to the same former client.
- Being stood up for meetings two weeks in succession.
- Learning that a former client has a new project only after it has been awarded to someone else.
- Four losses in a row to competitors.
- Realization that you have been calling and meeting with contacts at a large prospective client for a year without winning any business.
If you work at developing business long enough, you will have a month like this. Events like these don’t bother rainmakers. Where other people would blame themselves and get discouraged, rainmakers depersonalize such events. They know that their luck will soon turn and they will start to win.
October 3rd, 2007 at 12:51 am
Speaking of resilience, I want to encourage you to continue with this great blog and note the following 90/9/1 rule: http://www.useit.com/alertbox/participation_inequality.html
October 3rd, 2007 at 7:27 am
Steve:
Many thanks for your kind comment. I have commited to doing this blog for two years and then assess where we are. The link you provided is extremely helpful and should be read by anyone interested in blogs.
Ford
October 8th, 2007 at 2:37 pm
While it is true that you should not be easily discouraged– something is certainly wrong with your business if this is what is happening to you.
But then, maybe not.
We do not really don’t know the whole story from what information you’ve given so let’s take your point one at a time:
1. As ‘three unreturned phone calls to the same former client’ does not sound good, we need more information to determined what’s really going on. Did the guy/her tell you s/he was going on safari in Tanzania or trekking in the Karakorum for six weeks? What did his/her assistant say?
Why aren’t you calling this important contact on their cell phone?
Is this a ‘former client’… or a ‘current client’? Just because you’re not in the middle of doing a project for them — it doesn’t mean that they are a FORMER client. They’re a client! and if you don’t think so, and, are going to win anything you’ll need to change THAT mindset.
Personally, if I were so inept in getting someone on the telephone I’d wonder about how good I’d be at advising them on anything.
2. No one wants to be stood up for a meeting, period, let alone two weeks in succession– but things DO come up that necessitate last minute changes, so get over it. But also be aware of the sensitivity of the situation. Does this person really want to NOT SEE YOU? Or, is there something else happening that is beyond your sight? Find out! Ask questions. Do some sleuthing around!! Maybe YOU SHOULD KNOW WHY this key person is not able to see you. Maybe it’s crunch time on a large project and she could use your understanding, or, your help!! Put yourself in a position to win.
3. ‘Learning that a former client has a new project only after it was awarded to someone else’ may explain why they are your FORMER client. It can pay to stay in touch, right? But, okay, the other firm got this one! Get over any feeling of failure or disappointment– and ask yourself what they did to get the deal. Are they THAT much better than you? Or was it because they currently have some sort of specialized knowledge that you don’t have? (which is needed right now for this particular project)
You may even speak highly of the firm that WAS hired when you’re talking to that key person within the company who put out the contract. Be smart, and tell them ‘you guys picked the sharpest group in the industry– as related to, for example, ___’energy law’______(enter relevant specialty)
This comment makes you look strong, and can serve to highlight your strengths, albeit, indirectly.
4. What does ‘four losses in a row to competitors’ mean? Again, we’d need to know the specifics of the situation– but the simple answer is this: You cannot give up. You need to keep pushing forward– you cannot have thin skin. So shake it off, and get back out there!! If you cannot, then you may never win big. Perhaps you need to ask a client what you need to do ‘in order to win– in the future’.
5. In one particular month you have the realization that you have been calling and meeting with contacts at a large prospective client for a year without winning any business. Get over it. Do NOT let this get you down!!
Because if you do let it get you down, you will never get any business out of this client. Instead of thinking negatively about this situation remember that this is a big company with a whole bunch of other people going after then too.
The key here is that you do not react to any of these events as though you’re ‘no good’ because if you do act that way your attitude alone will knock you out of the game.
AND, also it must be said here that you need to know HOW to get things done; that is, the habits of highly effective people. And then get busy living them… while all along considering applying some creativity and initiative to set yourself apart from everyone else.
October 8th, 2007 at 5:12 pm
Warren:
You clearly get my point. If every month were like the one described, a person might be wise to try a new line of work, but anyone who has sold professional services long enough has had a %8#>?**!!!#* month like this one. This happening once in a while should not destroy confidence in your abilities. If you are wise, you will eveluate each of these happenings to see if there was something that you could have done to avoid the undesirable outcome. At the same time, you must recognize that, as sure as the dice can come up crapas, a month like this can happen to anyone.
Thanks for your comment.
Ford