Tag Archives: promotion

When Supervisors Become Managers

Any promotion means more responsibility. Few steps require as big a leap as the transition from supervisor to manager. Each step up the ladder involves a change in tasks, but an employee’s first managerial position necessitates a change in thinking; one which isn’t … Continue reading

Posted in Customer Relations, Entrepreneurship, Incentives, Leadership, Managing Employees, Strategy and Planning | Tagged , , , , , , , , , , | Leave a comment

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“Everyone has Gotten So Rude!”

Not too long ago, I was leading a group of business owners in a discussion. These were not my peer board members, but rather owners at a breakfast, none of whom I’d met before. To start the conversation, I asked … Continue reading

Posted in Entrepreneurship, Marketing and Sales, Sales | Tagged , , , , , , , , | 6 Comments

6 Responses to “Everyone has Gotten So Rude!”

  1. Phyllis Pickard says:

    It is true that we don’t see cold call sales people, but we do try to treat them courteously.

  2. Mike Havel says:

    Interesting and so true. The World has changed! When I started in sales in 1979, I use to park my car in an industrial area, and walk the block making cold calls. I do not believe that would work in today’s world.

    Just like a lot of us grew up with an open chain link fence or no fence at all. We all knew our neighbors.

    Today most fences are tall wooded structures that are not open to your neighbors to see in, and a lot of us never see or know our neighbors.

    I agree that most of my calls today are “warm calls”. Either the customer found us on the web and ask to see us, or I connect with a referral or follow up from a show.

    However I do miss the FUN of making cold calls. Use to learn a lot about an area and meet new and interesting people.

    Mike
    .

  3. Jim Edholm says:

    I began selling in 1964. From day #1 – based on the sales book used at my Monsanto sales training course, “How I Raised Myself from Failure to Success in Sales” by Frank Bettger – I always worked by appointment out of respect for the other person’s time. I felt that just “dropping by” suggested that the CEO or Purchasing Agent had little to do besides entertain me.

    That said, when I would call for appointments, I usually got a somewhat friendly reception and an appointment.

    In 1975 I changed to selling estate planning/financial planning just like your subject in your opening story. We called on business owners – valuable, illiquid assets like a business need cash, i.e. insurance, to pay estate taxes at death. WHen I made that switch, also moving to New England from the Midwest at the time, I found an ENTIRELY different atmosphere – hostile, suspicious, defensive, closed off.

    Since then it’s only gotten worse. Coward that I am, I now employ a telemarketer to “sell” initial telephone consultations. Easier appointment to get, somewhat less productive than face-to-face.

  4. Mike Wright says:

    As pointed out, the Internet has changed so much. It used to be that sales calls were an important source of information. Now we are constantly bombarded with information, and the challenge is on filtering most of it out. Which comes across as abrupt or rude. We have been trained the we can search for what we need when we need it. Knowing exactly what we are looking for has become the challenge.

  5. Jeff Ostroff says:

    Our distribution business requires cold calling. We get no where with phone calls and little with emails, so we go to the prospects. In food service this has not become entirely unexpected. We apologize for interrupting, introduce ourselves, leave a card, ask for a card and a future appointment. Rarely are we treated poorly and the results are still worthwhile.

    • John F. Dini says:

      I agree, Jeff. The restaurant industry – perhaps due to the more hectic nature of mealtime rush and lulls combined with the “hospitality” aspect of greeting everyone as a potential customer, is one of those where cold calling is still effective and expected.

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Do Titles Make Leaders?

You’ve promoted a great employee beyond his capabilities. He is putting in long hours, but appears unable to keep up with the new responsibilities. In fact, he doesn’t even seem to understand what those responsibilities are, or what they should … Continue reading

Posted in Entrepreneurship, Leadership, Managing Employees, Strategy and Planning | Tagged , , , , , , , , , , , , , | Leave a comment

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The Value of a Cleared Mind

Last weekend I missed my first weekly post in about two years. I was in Los Angeles, attending an intensive workshop for professional speakers. It was a life-resetting experience. Apologies in advance for the zillion hyperlinks, but they are all richly … Continue reading

Posted in Business Perspectives, John's Opinions, Top Blog Posts, Uncategorized | Tagged , , , | 2 Comments

2 Responses to The Value of a Cleared Mind

  1. It is amazing how involvement with smart people can make one so “lucky.” Time well spent.

  2. Wow, John! Thank you for mentioning all of us in this great article. You’re so right – getting out of our zone is so beneficial (should I say “amazing”?) You were such an asset to the course – strong, wise, grounded, clear. It’s a pleasure to get to know you better. Wishing you much continued success!

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Size Means Nothing on the Web

A small manufacturer hires a local web development firm, and spends six months reworking his website. He agonizes over every word of the copy. He writes up product descriptions, detailing materials and tolerances. He adds page after page to the … Continue reading

Posted in Customer Relations, Economic Trends, Marketing, Marketing and Sales, Strategy and Planning, Technology | Tagged , , , , , | 1 Comment

One Response to Size Means Nothing on the Web

  1. John Hyman says:

    Your post is spot on. As a marketing firm that also designs and builds websites we are amazed when we meet a prospect who doesn’t even have a website. It’s 2014. The right website and strategy can extend your marketing reach well beyond your geographic footprint, while leveling the playing field against competitors of all sizes.

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