What does desperation do to you as a Businessperson? As a Salesperson? As an HR Professional? As a Recruiting Professional? Sometimes, there comes a valley in the activity and we stagnate, or get bored, or even become desperate. Working to close a deal can be exciting, hectic, hurried, and representing ourselves, our company, or our client properly – the best way possible – can sometimes fall by the wayside. Caution and care must be taken that desperate times do not permeate through to your business persona and wreck havoc where none need be.
Do not sell anything that your client doesn’t need to buy, like a bad candidate or unnecessary services. Or like four bad candidates. There is a line in the tense movie, Glengarry Glen Ross - “What did I learn back on Western? You don’t sell a guy one car…, You sell him five cars over fifteen years.” Making a commitment to grow and develop your client base or candidate base doesn’t mean growing a nice garden, plucking out the big blooms, using their beauty and then walking away from the garden. You must cultivate that garden to grow and produce, not just big blooms but also small blooms, as well as seeds for the future.
Ponder on the long-term, not just the short-term deal. The path is lined with those who are being plucked by everyone… A one-shot deal was great yesterday, but what are you doing today? Your Boss is worried about the deal today, as well he should. You should worry about the deal tomorrow, thus motivating you to make the right decisions during today’s deal. Trust me, desperation doesn’t pay the water bill. I tried that once, back in 2008.
Does desperation have an ROI? Look beyond the desperation and recognize that a client is more than a big sale. And guess what? Clients still want face-to-face service, they still want to buy from an actual person. The internet is simply a tool to get the face-to-face. Merely average recruiters/salespeople/business professionals will be flushed out and have no place to run or hide. They probably already have been.
So…, be the expert, be the source, be the “get ‘er done guy” or just be the guy who honestly says, “I don’t know but I know who to ask…” Almost unheard of, eh?
Are you convenient? Do you provide quality service? And can you deliver? If you nodded your head to these questions, then maybe you will survive another six to twelve months. If not, well, do you have a back-up plan?
Rayanne Thorn, @ray_anne is the Marketing Director for the online recruiting software company, Broadbean Technology. She is also a proud mother of four residing in Laguna Beach, California, and a contributor for Blogging4Jobs. Connect with her on LinkedIn.
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Brilliant!
Just sayin.