I sat across from one of my clients at lunch the other day. We were discussing his business and I asked numerous questions about his experience, why he started his business, his main objective, and his definition of success. He smiled and looked at me and said, "Do you know why I retained you?" I smiled back and said, "Well, I assume it is because you thought I could help you." He looked down, shook his head softly and said, "Actually, I had no idea whether or not you could help me - I hoped you could. The reason you are here today is because you actually returned my call."


I stared back at him with a wondering look. He went on, "I actually called someone else that I thought had more experience than you, that had come highly recommended. But she never returned my call. You called me back right away and asked if we could meet." I swallowed hard and still stared. He then stated, "I'm glad I called you. And I'm glad you called back. Let's eat."

How many times have you failed to return a call or followed up when you should have? Often, we become very involved in the day-to-day operations of our lives, departments, or businesses that we fail at simple business development. Maybe we don't recognize a business development opportunity when it occurs. Maybe we are just tired. A returned phone call, that is all it took. I didn't have a detailed pitch prepared or collateral material with testimonials or past clients listed. I picked up the phone and dialed. Really.

Do you do what you say you will do? Seems simple enough but apparently many fail at simply calling back. Not only is this failing others, it is failing oneself. Tsk, tsk, closing a door that is barely creaking open? Pull up the blinds and swing open the door wide. Create value, do not de-value. Fix the malfunction that corrupts possibilities.

Sometimes assignments come our way because we have worked our pa-tooties off to get the call. Be ready for the call. The first step in any relationship is making a connection. Sometimes it takes years to connect, other times it's as simple as, "Hello, I am returning your call."

by rayannethorn




Remembering 9/11....