Kron & Associates

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Arch always had a way with words. There was a shorthand phrase he would use, one that always reminded me and his fellow sales reps that we should always be prospecting. I think he coined it as a Ball State undergrad when he was looking to meet girls with whom he was not yet acquainted.

“Who else on your floor likes to party?” he would ask. It applies in sales.

Here’s what hit a nerve. Earlier today, there was a check waiting for a rep at our unattended front desk. It had been an “urgent” request – yet, it sat waiting for 4 full days. I heard the door open…then it closed. I never laid eyes on the visitor. As I rose from my chair and stepped into the lobby area, I could see out the window a young man in dress-casual getting into a nice SUV and speeding away.

What ever happened to personal contact?

The polite thing: tell me who you are and why you are here. The smart thing: use this errand as an opportunity to expand your personal network and potentially grow your business base.

He could have said, “Hi, I’m Sam from the radio station! Carl asked me to stop in and get that check…nice to meet you.” That’s polite.

Then he could have added,“ I am sure Carl does a great job on client X for you…but, what other client projects are you working on? What are your specialties here? If I have a client who needs something beyond radio, maybe I could mention your agency.” That’s smart.

But, he said nothing. Maybe he was in a hurry. Maybe it is the (lack of) training. Indy sales reps are mostly are slow to respond to requests and are truly asleep at the wheel when asking the types of questions that might develop new business…you know, “who else on your floor likes to party.”

Perhaps they think our agency is too small to deserve their investment of time. Point taken. Perhaps no one taught them that smaller agencies are a fertile place to develop new clients.

Money Flows to the Best Ideas.

Good ideas start with good relationships. Good relationships start with taking the time to say hello….to ask a few questions….to listen. Yes, agencies filter marginal ideas – but, we are a conduit and amplifier for good ones.

And, no, I won’t tell you the station. Names have been changed to protect the guilty. Here’s an ironic hint: Arch was once the Sales Manager there.