Encouragement for the Salesman & Small Business Owner
I was at Panera the other day observing a young salesman work diligently on his sales calls. He was dressed in a nice, blue, ironed buttoned-down shirt, with a crisp pair of jeans and classy shoes.
As he propped his computer open, his company’s logo was proudly displayed on the cover of his laptop. And as I diligently observed him work, I was pretty impressed. Impressed because he made me think of so many of you who are also trying to build your small business and generate new leads.
He started by opening his computer and making follow-up calls to several individuals who he must have met previously. He was friendly, kind, yet clear in why he was calling. After he’d end a phone call, he wouldn’t look mad or disappointed, but go to the next. He didn’t look desperate, but calm and composed. I was pretty impressed, as I’ve watched other sales people in Panera before. They don’t quite have the same composure. And no, I’m not a stalker. I’m a blogger; it’s totally different.
Anyway, after his calls were over, he got out his manila folders and started going over paperwork. That’s when I started working on my own work and let him attend to his, without me observing him.
After the experience however, I walked away with a new appreciation and perspective for those who are trying to build up a business – either as a sales professional or a small business owner. Just by staring at him watching him for a few minutes, I realized several things about success in business building:
- Dress nicely. He wasn’t over-dressed. But he wasn’t in his pajamas, either. Yet, he wasn’t overdressed in a suit, hanging at Panera. He was comfortable, yet appropriate. I appreciated his appearance. No, I didn’t hit on him.
- Be kind. In the business world, it’s easy to get frustrated, but stay kind, people enjoy a friendly voice. Even if nobody sets up a meeting with you after you call five or six people, stay friendly and kind. People will respond to that.
- Stay diligent. It’s also easy to get distracted or give up if people aren’t responding the way you hope. But be diligent, work harder, become more organized, and stay persistent.
- Get out there. This guy was smart, he was working out of Panera. He could have stayed home, but instead he opened his branded laptop, and now I’m aware of his company (which actually I had seen their billboards and TV ads, so this just reinforced what I’d already seen – seven touch marketing in place for sure.) Now I’m curious about what they do, and would actually give it a shot based on this guy’s disposition.
Watching this guy the other day was refreshing. It gave me hope and encouragement in the small business. So if you’re in the same spot as he is, keep at it, and keep going. And just ignore the dark haired girl in the corner at Panera who looks like she might be observing you… she’s probably just blogging about how cool you are.
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