Business

Be Mindful Of Your Expectations

I recently went to my first Chamber of Commerce Young Professionals event.  It turned out to be a much better networking event then I had expected, which was pleasantly surprising, and I was able to meet a handful of pretty awesome folks.  There was a handful of great things about the event and I may post about those things another time, but for today… I wanted to talk about my expectations going in.
Let me ask a question before I go further.  Have you ever been to a movie and had extremely high expectations going in, only to in the end leave the theater disappointed?  Yet, when you talked to your friends about the movie the next day they were blown away.  One of the main reasons for this is because of expectations.  I have gone into movies with low expectations and been pleasantly surprised and I have gone in with high expectations and been sorely disappointed.  Last night was more of the disappointed for me, but that is on me.
I was connected to this group by a friend and I went in with the purpose to talk to a few key people about an idea that I had to add value to the group. I know… stupid.  That thought process is against all that I always talk about, but sometimes impatience and our past lives can get the better of us.  The one saving grace though is that I was texting a friend before the event and as I was doing this I caught myself about to make a big mistake… going in looking for the sale.  Since I caught myself having too high of expectations I was able to temper them a little, but not fully, and that is why I walked away a little disappointed in the whole thing.
No matter the event you are going to, even if you are the keynote speaker, make sure you temper your expectations.  A guardrail that I am going to have in place is to go in wanting to share in at least one persons story. That doesn’t mean that I will do business with them eventually, it just means that I will pay attention to them and actually let them be heard.  If I can offer advice, fantastic.  If it leads to us connecting later on, great. If I can offer a smile, awesome.  The outcome doesn’t really matter.  I just know that from now on I am going to go in expecting to share in at least one persons story and let the rest fall where it may.
I am glad that I had that conversation with my friend beforehand because if I would have went in hot with barrels blazing, I would have missed the opportunity to connect with two pretty awesome guys that work five minutes from where I do.
Remember to check your expectations at the door because you don’t want to ruin a perfectly good experience.
Business

Don’t Ever Say Never:

You want to know why you are losing sales? It’s because you don’t think that deal is possible.  Heck, we all do it. We have that conversation, look over the details, crunch the numbers, fail time and time again and we decide that whatever it is, is just impossible to get.

The real issue, it’s that we don’t have realistic expectations of what it will take to accomplish that goal / task / ambition.  Plus, we try and push too fast in the relationship and instead of finding out their actual needs and how we can help, we just make the offer… which falls on deaf and/or angry ears.

Please, take a moment to read to this quick story because I promise it will help, even if not right now.

I just closed a deal with someone who has become a great friend over the past few years. His name is Bo Cordell and he is a freaking champion, you should get to know him.  Around three years ago he stopped by Tip Top and it was a great meeting.  He left with no business in hand, BUT he had started some key relationships with our company.  As time went on, I became the traffic manager with sole responsibility of bringing on new carriers and the needs of our company started changing.  Beyond that, we spent about a year and a half getting coffee once a month just to shoot the shit, talk shop, and get to know each other even better.

About a year ago he received a fantastic promotion, just another reason that shows how much of a #boss that he is, and he moved back to his home town.  Since then, we have had fairly regular calls, one of which further cemented our professional relationship.

After three years, we just closed a deal with his company. It never felt forced, it always felt natural, and the whole time we talked biz we grew our friendship.  I can’t wait to see how it continues to grow, especially as we are potentially starting another exciting adventure together with a few others. More details on that to come at a later date.