How do you respond to companies smaller than you or those with apparent challenges?
A number of years ago, I gave a keynote speech at a Michigan conference for entrepreneurs as well as executives from the automobile industry. My book had just been published. Afterward, many kudos were received. However, one automotive executive was less than impressed.
Fast forward three years, he and I recently met up again at a local conference. I approached him to say “Hello” and strike up a conversation. Instead, he pointedly remarked, “I remember. You were the one with the Little book.” What?! His face said it all – less than pleasant.
Still with a friendly smile and pride in my voice and mirroring his vocabulary, I said, “Yes, my little book was featured in TIME Magazine and sells worldwide! How are you doing?”
The auto company this man represents is one that is going through bankruptcy.
As I walked away, I knew Sourcebooks named the book correctly: “Nice Girls DO Get the Sale: Relationship Building that Gets Results”.
Business development is simple: When you serve your prospects well, they become your clients. And when you treat your clients well they become a part of your selling effort in terms of testimonials and referrals. This leads to a very Smooth Sale!
