Business Buzz By Tom Grandy


Who Is More Persistent, You or a Squirrel?


rodents called squirrels. No matter how many times they are run off, they continue to come back. I have tried numer- ous suggestions over the years, including


D several “squirrel-


proof” feeders. None of them worked. As my frustration grew and my patience was dis- appearing, I visited the feed store one more time, deter- mined to spend whatever it took to rid our feeders of squir- rels. I asked the owner a simple question: “Is there any kind of bird feeder that will keep the squirrels away?” Without hesitation, his answer was “no.” A bit shocked, I asked why? He then went on to tell me that 80% of a squir- rel’s waking hours are spent looking for food. They are persistent! Now, let’s think about your business


for a moment. There are at least three areas within your business where being persistent makes a huge difference.


Receivables


Some of you may be familiar with the story about the widow and the unjust judge. The lady’s husband had died, and she was asking the unjust judge for legal protection from her opponent. Women did not have any rights, so the judge said no. She came back the next day, and the next, and the next until the judge said, “Even though I do not fear God nor respect man, yet because this widow bothers me, I will give her legal protection, otherwise by continually coming she will wear me out.” Translated, she was bugging him to death! There is a reason your customer has


not paid their bill. It is usually the fact that they have a limited amount of funds, which exceeds the bills they must pay. Now, if you had five bills that were past


34 JULY/AUGUST 2023


o you have a bird feeder? If so, you have likely noticed those persistent little


is totally acceptable. Either the customer purchases the prod- uct or schedules the seminar, or they tell us they are not inter- ested. It’s called persistence. Why is persistence important when it comes to sales? Because we are simply never anyone’s number one priority. The irony


of the process we use is telling. Over ninety percent of the pro- grams we schedule are sched- uled when we call back. Seldom does the potential client pick up the phone to call us to schedule a program. When it comes to sales, the


same principle of the squeaky wheel applies. Call back until


due, and one of the companies you owe money to calls every day asking when you are going to pay the bill, which one are you going to pay first? Likely, the com- pany who calls each day will be first on the list. Not necessarily because it’s your largest bill, or even the one that is most past due. Persistence pays off. If you want to get paid, it’s the squeaky wheel that gets the grease!


Sales Every company makes numerous sales calls each week. Hopefully, the customer signed on the bottom line before the sales professional left the home or business. If not, what is your follow-up strategy? Sta- tistically, most sales require five follow-


up calls after the initial meeting. Many sales reps give up after the initial call! Grandy & Associates has been provid-


ing business training since 1987. Our sales philosophy is simple. Once an individual or organization has shown an interest in a product or service we offer, we call back over and over again. Each call ends with a question, “When would be a good time to touch base with you again?” The process is to simply call back and call back until one of two responses is received, either of which


the sale is made or the potential customer tells you they are no longer interested.


Selling Vision to Team


Hopefully your company has a specific vision and/or mission. Do your employ- ees know what it is? Is it part of their thinking? Can they comfortably convey that vision/mission to your custom- ers? If not, it’s YOUR fault. Owners and/ or managers must continuously state, and restate, the vision to those they have responsibly over. It has to become habit. Like receivables and sales, the key is persistence. Tell the story over and over again until it is a normal part of the employees’ presentation. When a squirrel wants food, they are


persistent. Their life literally depends on it. If they are not persistent, well, you know the end result. The principle is the same for your business. Persis- tence pays off. If you are not persistent in asking for the sale, someone else will be. Guess who wins!


Tom Grandy is president of Grandy & Associates, producers of the well-known “Business Boot Camp” training series.


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