I am a horrible sales man. It is true, I stink at sales. And guess what? I am the sole sales person at RustyBrick. It is my job to handles business development which includes branding, publicity and, yes, sales. The other ten or so talented people at RustyBrick are the doers, they are developers, designers and system admins. It is my responsibility to do the sales, and I stink at it.
RustyBrick is as busy as ever. Which is maybe why I am a bad sales man.
- don’t dress well
- don’t come to meetings well groomed
- don’t prepare outstanding presentations
- don’t compliment the individual I am meeting with
- don’t research the prospect
- don’t write powerful, graphical, proposals
- don’t say why RustyBrick is better than others
- don’t act like I want the prospects business
- don’t follow up on those proposals
I am sure there are other things I am missing. But it hit me today. I have been sending out proposal and not following up. I hit the send button and that is the last I think of them. Not because I am not able to track if they got it and stuff. That is not true, I capture when I send the proposal, when it was received, how many times the person(s) viewed it, what pages they viewed and at what times. But I haven’t been looking at that data for a year or so.
Just an hour ago, I got an email from a big prospect I sent a proposal to, probably two weeks ago. They wanted to schedule a meeting. I was like, hey – I remember sending them a proposal.
Oh, and when I finally close the deal (i.e. the client sends me a check), I don’t get excited. I am weird, I honestly, don’t get excited about many things.
So why are we so busy with new work and repeat work? I think it is because we care so much. We won’t stop until the product is perfect. People trust us, they respect us and most importantly, we respect them and value their business. Sounds like I am selling something, but it is honestly how I and my employees act towards our clients. Hmm… I am honestly thinking of deleting this now, but I wrote so much, so I will keep it.
Bottom line is that I am not a good sales man.
If you are a client, would you agree?