While working as an account manager for a Silicon Valley-based public relations agency, one of my responsibilities was to go on new business pitches with the agency’s president, Roberta.
After months of pitching John, the CEO of what is today a very well known, global technology company, Roberta and I finally secured a time on his calendar. It didn’t matter that our meeting would take place during John’s lunchtime; we were thrilled for the opportunity, as landing John’s company as a client would result in hundreds of thousands of dollars in annual revenue to our agency.
Shortly after being seated in the guest chairs in front of his desk, John walked in with his “to go” lunch in hand. After the customary introductions, Roberta began the pitch. I knew it was my time to participate in the conversation when Roberta side kicked my shin with one her high heels.
What happened next will haunt me for the rest of my life. While trying to communicate to John the value our agency could bring to his company, Roberta took a French fry from John’s plate, dunked it into his ketchup, and tossed it back into her mouth. Time came to a standstill; the awkwardness of the moment could have been cut with John’s plastic lunch knife.
John looked at Roberta as if to say, “Are you kidding me? Did you really just take food off my plate?” Then he looked at me with the same glare of judgment. He generalized that, if Roberta and I were business associates, I must be cut from the same cloth. I didn’t have to partake from John’s plate to be guilty by association!
As professionals, do we ever stop to realize how those with whom we associate reflect–either positively or negatively–on our personal brands? Are we conscience that human nature is to generalize, just as John did? Everyday scenarios include:
- Regularly associating with an eternal pessimist or your office’s “Debbie Downer”
- Partnering with or recommending a business acquaintance who you have not properly vetted or who is not well regarded due to a pattern of mishandled transactions
- Socializing with those who delight in feeding the rumor mill
When looking to enhance your reputation and grow your business, seek out those with whom you respect and aspire to be like, and begin to cultivate a relationship. Over time and by demonstrating your value, these new business contacts will introduce you into their social and business circles.
In the words of Will Rogers, “A man only learns in two ways, one by reading, and the other by association with smarter people.”
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I love this one! The gaffe by the team member that stops everybody cold. Been there; seen that. What happens next could determine the ultimate outcome. I find humor can sometimes defuse these situations. But whatever technique you use, you gotta be ready for the unexpected. And you’ve simply got to have people “who get it” on the team.
I read the blog and usually the commentary… religiously. It is interesting as a former “sales trainer” (in one of my incarnations) that you are having to teach the obvious. I mean really! Don’t eat french fries from your prospects plate? Roberta doesn’t deserve the sale. Sales is a form of sincere theater…a controlled script where ideas and information are passed for a purpose… concluded with a request for action. You are not there to share lunch….you are there to work. Hence the value of practice and the “canned pitch” which should then be discarded in form but not substance. As actor in your continually adapting performance in front of a client you must be honestly responsible at every moment…. always as work and and with an intended result. BUT I tend to pontificate….
Hey Glenn! Your comments couldn’t be more timely! Last night, I was visiting my sister, Heidi. We were talking about the blog and she said to me, “You know…you’ve got to reconsider whether it’s good for your brand to be making up all these salacious stories…they are SO far out there that I can’t imagine anyone is believing them!” I explained to her that the sad news is that they are 110% true…only the names have been changed to protect the guilty. Why the issues I surface are not more obvious to a greater number of professionals is beyond me, but such is the case. I like to call it “job security.” 😉 Be well!
Ditto!
I’m continuously amazed at how you take a simple event and provide stellar insights into broader concepts. Well done. And ending with a Will Rogers quote is sheer brilliance!