The Million Dollar Question
Whether or not structured goals are a part of your business strategy, look for opportunities in all situations. According to Andy Mealor, president of Proforma Ascension Marketing Group, Macon, Ga., big breaks can happen at any time—even when vacationing.
On a recent getaway, the Million Dollar Club member bumped into an old college friend, who now runs a sizable company on the east coast. Their conversation inevitably turned to business, and through this chance meeting, Mealor was offered an introduction to his former classmate’s marketing team.
“Always be looking for opportunities because they are around every corner, whether you’re out to dinner with your family, or at a birthday party with your kids on a Saturday,” Mealor remarked. “There are people there that you can engage in conversation, that buy your products.”
Cultivating trust through confidence is another way to win business. Or as Kennedy put it, “mindset (i.e., how you view situations) and people skills.”
“You have to read people on the spot and understand needs and wants, and position yourself as an expert in your field,” Kennedy instructed. “The clients have to trust you, so you can’t be the slick salesperson either with scripts, etc. ... balance.”
Klingman believes trust comes from treating people right, starting with your internal staff. “I used to think that I should only treat clients right, but then I learned how important it is to respect not just clients, but suppliers and the people at my corporation,” he said. “Someone who [lacks] integrity and a love for people, in my opinion, is not successful—whether they have a big book of business or not.”
Klingman confessed to making some mistakes early in his sales career. “I’d do anything for a customer, but if you were working for me for our customer, you better get ’er done or you were in trouble,” he mentioned. “I wasn’t a jerk, but at the same time, I had a double standard there.