While I was having lunch, I overheard a young and somewhat inexperienced sales person chatting with the purchasing agent of the resteraunt I was attempting to enjoy lunch at. Typically it is best to eat up front so that I can easily spot my clients and acquintances. Eatting towards the front also gives provides a front row seat to seeing what is happening.
This particular sales person seemed to have barged into my favorite lunch spot around their lunch time rush. Good planning on his part. Even so the purchasing manager took out her time to meet with him. It seemed odd to me and the only reason why I knew he seemed to be an unexpected guest was by the purchasing agent's facial expressions. She was frowning the entire time and appeared to be more interested in what was going on as her eyes would jet back to the bar area during the majority of the conversation - rather more of a one way sales-pressure presentation.
Minding my own business, I went back to my paperwork and my tuna steak. My lunch was more interesting anyway and it was somewhat painful to watch a prospect rolling eyes at her uninvited guest- the unthoughtful salesperson. And I was hungry and liked what was going on my plate.
Shortly after he left, the purchasing manager came by my table to see how I was doing. I kindly asked how things were going and noted that business seemed to be good. However, Marcia (not her real name) said, "Dave I have to be honest." What is wrong", I kindly responded. Marcia then admited how the salesperson was an intrusion and now she will have to stay late to catch up. Additionally, she said that the last time she had seen him was at least 2 years ago. Now that he needs something - her business!!! He finally makes an appearanced - UNANNOUNCED!
I then inquired, "why did you allow him to take up your time?" She continued to say that she figured that he must need the business and that she now feels if she does buy from him that she will get a good deal. "So the power has shifted", I duly noted out loud. She grinned and said, "you are correct."
Interestingly enough this short encounter shows us a couple of things. If you don't build a relationship with your clients don't expect a warm welcome when you want or need something on the spur of the moment. You don't have the right as you have not build up the relationship to expect it. Second, when someone does impeed on your time you always have the power not to meet with them.
The Lesson: Always keep building your relationships with your clients and vendors. These outside people are the infrustrature of your business. And without a good infrastructure then your business is little more than a "house of cards." Where little profits and desperation are the foundation.
Dave Josephson, The Growth Coach® of Jax serving business owners, small practioners, sales professionals and those who know that they have what it takes to make a better life for themselves and their families.