 Photo Credit - Andrey Grushnikov Contrary to what many believe, NOW is an excellent time for business development!
When Covid first hit us 6 months ago, the parking brake was pulled on business development. Fear, uncertainty, and panic took over most of the market. The last thing people wanted to do was to impose on others’ lives while we were all trying to sort out how to navigate these troubled waters. A logical and appropriate reaction. Now, as we are all learning and understanding how to adjust to our new business environment, people are much more open to interaction and business conversations. In fact, many welcome this! One of the biggest reasons why professionals avoid reaching out to their contacts is the fear of rejection.
The dreaded lack of response to an email or voice message. “I don’t want to come across too pushy or salesy” is one of the more popular reasons.  How often do you catch yourself not appreciating what and who you have in your life?
Your daily routine can overshadow the truly important things. It is human nature. Last week we experienced a devastating blow to our family. We lost one of our dogs, Annie, to a tragic accident. She was an integral part of our family and the loss brings pain that I wish on no one. As I reflect on the past 14 years with her, I appreciate all the wonderful memories we had with her. She was part of our daily routine which made it easy, at times, to not fully appreciate the love and attention she brought to us every day. Recently I heard a story about two Covid-positive patients who came to our small hospital in Truckee, CA, wanted to be treated, but refused to wear masks. Both gentlemen were in the elder high risk group and from out of town. Apparently, they told the hospital that they had no right to make them wear masks. One of them threatened to sue the hospital if they reported him to the Department of Public Health for refusing to wear a mask in public, let alone in the hospital. Both were denied treatment.
 One of the least favorite words we like to hear is “no”. Since we were toddlers, we have heard “no” more than we care to remember. My 3-year old boy hears it from his parents almost daily.
Rejection is never fun, even as an adult. This certainly applies to business development. No matter how good you are in what you do, not everyone is going to want to buy from you. That is just the way it goes in business. Yet, many professionals forget that important reminder and would rather avoid business development overall to reduce the chance of being rejected. During a time when events around us evoke anger, concern, and fear, it is easy to lose our drive, motivation, and confidence at work. This is understandable, yet it can be overcome. In this moment when your business contacts need you the most, finding ways to override the negative feelings through positive actions can help you get through these challenging times.
One of my favorite sports, mountain biking, not only requires a level of skill to avoid a trip to the ER, but also patience. As I mention in the video below, my patience is often tested on rides that involve long climbs.
When enduring a long sustained climb, many thoughts go through my mind. When is this climb going to end? This is harder than I thought! Come on, lungs and legs, keep going! Where is that damn summit?!  One of the things I miss during this shelter-in-place is dining out in some of our favorite establishments in Truckee. The opportunity to try different dishes, drink new wines and enjoy excellent service are just some of the reasons why my wife and I love to dine out. While we can still enjoy good food and wine at home, we miss the human contact with the waitstaff who can make the dining experience relaxing and enjoyable.
 I have a challenge for you.
Over the next 4 weeks, reach out to one person a day during the workweek with whom you have not had contact in at least the past 4 weeks. No need to talk about business. In fact, I would recommend against it. Ask how they are holding up. What are they doing to keep their sanity? You might learn something about them that you did not know before. By now, most of you are settling into your new work environment. Some have greater challenges than others. Whether being confined to a small city apartment or a household of children who now need to be homeschooled, this transition hasn’t been easy.
During these uncertain times, I find it healthy to reflect on upbeat memories. I recently recalled the feeling I had when I purchased my first car with my own money — a ’66 Mustang powered by a V8 289 engine. Pure joy! When properly maintained, it was a dream to drive. |
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