To accomplish anything of impact it takes surrounding yourself with community.
Don’t sprint past your family and friends towards your goal. You don’t want to accomplish anything and realize you are at the end all alone.
Don’t go for broke. Instead, start walking and figure out the next small step that will be a great foundation for the next step and the one after that.
I have a friend who works for a large carrier and has absolutely been crushing it. Recently, she got a promotion and has already been making waves and getting stuff done. Now why is all this important? You’re about to read why.
My friend has been in the supply chain and logistics world for a bit and has built up an amazing reputation which I can personally attest to. I was thrilled when she said she was moving into a new role, yet also a little sad because it meant that she would no longer be in charge of my account. Now that she has been in this new role for a couple of months, it seems my feelings of sadness are not exclusive to me.
As we recently connected over the phone, she mentioned a few customers had requested, on pain of losing their business, that she stay as their rep. This is huge! Why, because it clearly shows that people are buying her, not her company.
You need to realize that when you are selling something, that people are buying you and not your company. Oh… and by the way, no matter who you are and what your position is you are selling something. The company’s name and reputation may get you in the door, but it certainly won’t close any deals for you or keep customers.
People are buying you and the experience you are giving them. NEVER… forget that.
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.