My job involves kicking doors down, figuratively speaking of course as I generally open them like normal people. I'm a hunter, meaning my sole responsibility, my purpose within the company, is to find and win new business. There's a little account management once I win a new account initially, but soon after the account the operations team takes over and the frequency of my touch-points decline.
I recently won a huge client the revenue of which satisfies my annual budget and I've still got ten months of reporting-year to build on that; a good position to be in. But this week I've won five more which, combined, will match that big client for annual revenue. That's kind of cool right?
The interesting thing about winning these clients isn't about winning the clients per se; the most interesting thing for me is where they came from and what it takes to win them.
What's behind the door
*What's behind the door? Well, that's the million dollar question, and one that can't be answered without opening it and going inside.
I usually spend to about 11:30 on the phone each day, sending emails and working on my CRM software (client relationship manager). That's all about creating a pipeline of potential work and moving client-potentials along the pipeline to pop out the other end as clients. But hiding behind the phone isn't my way, I'm all about face to face meetings; the phone is for making appointments, face to face is for doing business.
So around 11:30 each day I head out into the world and kick doors down.
This means I drive around targeted locations and walk into companies and businesses that I feel might be potential customers. I don't do this randomly though, there's strategy involved.
I'm in the transport and logistics, trucking, warehousing and shipping industry so any business or company that produces a product and moves it is a potential client whether they bake bread, make milk or beverages, fabricate steel or concrete products, packaging, building products, clothing, paper, raise cattle, timber or whatever...You know, everything that needs moving. Just about everything you see every day has been transported and that makes for a target rich environment for a hunter like myself, but of course, there's other hunters and other transport companies.
So back to kicking down doors and those clients I secured.
Each of them began life as a door I kicked down; a reception desk I approached, a warehouse or dispatch office I entered and from there each turned into business.
It's easy for the receptionist to say no over the phone, to tell me the logistics or operations manager is unavailable, basically, to fob me off. But face to face a person with the right skills can open doors, once through the door, so to speak and one never knows what's behind the door until it's been entered
The thing is, it's difficult to do what I do, even for me, it's awkward and uncomfortable at times depending on how receptive people are...But unless I do it, kick that door down, I'll never know what might lie in wait behind it. So, I've developed skills that help me overcome the obstacles and to be more effective, more rapidly, in those scenarios. The presentations I do in boardrooms are bad enough, but getting past the gatekeeper, the receptionist, can be just as difficult, so I need to have the right skills, presentation and dialogues.
I don't think I'm especially skilled or talented at what I do; sure, I have some excellent skills built over thirty-five-plus years of being in the workforce but especially talented? No, I'm not.
What I have is passion, ownership, initiative, self-honesty and respect, responsibility, discipline, persistence, flexibility, work ethic, ability to rebound from failure, and other such attributes that keep me focused, able to strategize and evaluate and - one of the most important things - able to deal with rejection.
In business, these things have kept me on-point and has brought success. In my personal life I'm less structured but most of those things still apply.
With my personal relationships with friends, family and my partner, sporting endeavours, the tasks I set myself, the DIY projects for instance, and even in my recreational endeavours passion endures and all launch from a platform build on that passion. I've singled it out as everything else is built on it in my opinion...including the ability to kick down doors and do what's required, to make things happen from a business perspective. If I didn't have the passion to do those things I know I'd have had less opportunity in life, and probably most often would never have learned what's behind the many doors I've come across.
Have you applied similar attributes to your life; personal or professional? What's worked for you and what has not? What failures have you had and how have you dealt with them? Feel free to drop a comment about this, or anything you feel is relevant to this post. I'd like to hear about what's worked or not, I love learning new things.
Design and create your ideal life, don't live it by default - Tomorrow isn't promised so be humble and kind
Any images in this post are my own
You had me at the cover image. Nice shot.
Reading, I was thinking how awkward it is for me at present to even engage with a grocery clerk. I don't sound like anyone here, I know as soon as I open my mouth it's gonna be the same, "where from? How long? Why here?" Yata yata. The longer I'm away the more I avoid talking.
So when you said it's awkward for you I was, It's not just me.
I'm a decent icebreaker—no difficulty making anyone laugh or capturing attention. But I like to be outta there quickly, pushing a product or scenario as you describe to someone I've never met would probably keep me up at night.
Nice write-up dude.
Yeah, I get the language thing for sure and why you'd choose to stay silent more often than not. I say just own it though, come up with a standard response, my wife is English and she wanted to come home, and be done with it. Something like that.
I don't really enjoy the approach, the kicking down of doors and all that fuckassery, but over the years of doing difficult things I guess I've found a few ways to make it work. In my mind it's not actually me doing the job, it's someone else, the work g-dog. In fact, I don't even use my first name for business, I use my second which no one ever calls me or knows - I mean on my emails and business cards etc. So, it really is someone else. It's a small thing but it works for me and allows me to be the person I need to be in that business environment. It's a detachment of sorts.
Thanks for your comment man, I appreciate it.
That's awesome dude! Making your way for a pretty good bonus this year I reckon. I'm no good at the sales stuff, I'm more of a fix-it guy and I'm struggling a little bit in my current role focusing on projects instead of the fixes. I've been able to do some additional tasks lately though that I have enjoyed that I want to build upon for sure. One thing that's tedious is all the damn paperwork though lol.
It's definitely the difficult thing, getting your foot in the door and shmoozing the receptionist enough to get that person you are interested in talking to, present. I've experienced it once or twice with people looking for my bosses! Thankfully it wasn't anything crazy but was interesting to see the pitch and all that.
I'm good at what I do, not perfect at all, just good. That comes from years of experience and effort, and loads of failures...that were analysed and evaluated. I seek win-win outcomes and show that to the prospect and I think that goes a long way.
Sales isn't for everyone as you know, but everyone has something to offer; if I didn't have the support in the background what I do would come to nothing.
You seem like a fix-it sort of chap and that's a skill in itself, that doesn't mean sales is beyond you though, you never know what the future holds. Sure, you might not want to do it now, it may never happen, but if you knew what I did in my twenties and into my early thirties you'd look at what I do now in wonder probably. What I mean is we don't know now what's possible and what may occur.
Man, it takes years to build this useful life skills.
I've always been fearful of what lies behind the door. I stay outside thinking about the possiblities that lie on the other side instead of just knocking it down and getting in.
I did read one personal development book that introduced me to the concept of 'no thoughts, just actions!' So I tend to use it anytime I feel this fear, instead of letting my mind over think and mess things up, I push the door and just get in. It takes consistent practice.
Indeed it does.
Life is a corridor of doors and only by finding the courage to enter some of them can we understand what may lie on the others side, good or bad. Failures will happen, but success will too...Provided one overcomes the fear of taking the first step.
Most PD books have something of value in them. I'm not sure if I'd endorse no thought as evaluation, strategy and planning has worked well for me*, although yes, overthinking it, then giving into fear and becoming immobile isn't going to move a person forward.
It sounds like you're on the right track.
You're not just a good door breaker. But it turns out that he is also a motivator for others who are still worried and afraid when they are in front of a door.
I have had some experiences, what I didn't have at first was that I could barely accept rejection.
Whenever there is a refusal I always try to stay away from a door and just let my partner break it down, I'm only limited to showing which door has the potential to be broken.
When I finally realized that what was behind the door was about something I was thinking. If I think that behind the door is failure and rejection, then I will be rejected. But, if I think I'm going to be successful and there's Pandora's box, then there's that box. What's behind the door is what's on our minds.
I note the odds are always around 75%, for it to be something we think it is. Another 25% is a match between what they need and what we can afford.
Rejection is a difficult one to accept sometimes, but it's part of life and the sooner we accept that it happens the sooner we can built ways to deal with it.
I never try and preempt what may lie behind a door; sure, I have some idea as not having an idea would be stupid, but I never set expectations, I mean in business or personal, prior to opening the door, stepping forward towards opportunity. The key to that is to know what to do, how to react, once the door is open and depending upon what one finds. Does that make sense?
Yes I see.
You said it in a very reasonable sentence. you got it in more than 35 years and you share it with us all here. really a thing.
Let me take your sentence for me to quote as a quote and I will share it with others in my environment and hopefully help them too.
It's nice to share thoughts with others as we can all learn something new and benefit from it.
I knew it!!! I knew you'd get it done. It was 2 before and now you closed 5!!! A whopping 5! Please, this celebration sir must be more than a waffle and a cup of coffee 🤣🤣🤣😂. We are going big and you should go to a nice place. This isn't a small win anymore, this is major and I love it because I know you won't get carried away in it since I've known you, you've never dropped the ball, you would rather improve on it. I trust you for that.
We never know what's behind the door until we kick it down. We never know what's possible until we take the step to achieve it. It's funny because I just finished drafting a post about embracing change and fear. I love the traits you mentioned above because passion would get us to the door, self-honesty would make others listen to us, persistence would unlock even the hardest of hearts as we gain respect from being known for our incredible work ethic and the ability to rebound from failure would keep us pushing more and being persistent.
I know it's not easy to convince people to listen and then give a yes. My wife also is into transportation and trying to convince clients takes a lot and that's why I can relate to the amazing traits you mentioned above sir. Those gatekeepers and receptionists can act like a lord sometimes 😂😂🤣🤣😂 and like you said, they are so important and we just have to have the right mindset and self belief to navigate past them.
I am incredibly excited about these deals you sealed. Hahaha I knew they don't know the amazing person they employed. I know many more would still come. Congratulations sir.
I'm pretty pleased with how it's going in week six with the company and they are too...The problem though, is no matter how much I do they will always want more. That's the way of it. I just do what I do, the best I can, learn from my errors or failures and get back to it and try again. It's a plan that has worked well for me in life and is working well in this role. They pay me for performance and so I work hard to deliver.
I haven't celebrated my recent successes but will, maybe a little outing Saturday night huh? Mexican food maybe. We'll see.
I hope you're well and your run into the weekend is a good one.
Absolutely... You have set the bar high and they would demand more but I trust you, the same way you broke the record is the same way you will create a new one. Your spirit and desire are so admirable sir and I am pleased.
Yes, Mexican it is. Just try and do something different from the norm and have fun. You deserved it sir.
My weekend was fun, stressful but fun.
It is impossible to know what's on the other side of the door except we get through the door first, whether is a yes or no will be determined after you have got past the door.
I picked up a lesson here but having physical conversation used to be a big issue for me, I remembered when I was working as a supervisor. I understood the importance of physical conversation and I tried developing myself but I didn't get to be my best at it.
During that time, I learned that rejections hit differently when it is said to your face physically. It doesn't hurt too much from the phone and that's why a lot of people including myself love to talk more through emails and calls. It is a fear I must face and this inspires me a lot.
Rejection can be difficult to take sometimes but it is a part of life that must be dealt with, and if possible turned to an advantage. I don't see rejection as altogether bad as it forces thought, makes one have to come up with new plans, strategies and attitudes. How could that be a bad thing?
Thanks for your comment, I appreciate it.
This post is so thought provoking. And yes, not only at work but in a real life experience. We really need to have the passion and resilience that whatever happens today and tomorrow, everything is fine without losing ourselves. All is well my friend. Let us just live life to the fullest. Have a great time.
Thanks for taking some time to read my post and adding some thoughts to it with your comment, I appreciate it greatly.
It is my pleasure to share my friend galen. You are welcome.
Passion is one thing to have in whatever we do as only that will motivate us to kick the door with great determination instead of giving up at a fall.
Perseverance is another key to kick-open any door no matter how many sweats drops at each opening.
Knowing one's work ethic and learning from others and applying them by rearranging them in fitted way pave way for us into achieving more than we hope for and this also brings in respect for a job well done.
Indeed we can never know what is behind the closed door unless we go into it.
Your words are a gem. Thanks for sharing!
Thanks for paraphrasing my post so concisely, I agree with you completely. Thanks for commenting.
The unknown is always scary or worrisome. Its how we survive. I always say the first day at something new is like your first day of work and lunchtime. Do you bring lunch? Do you go out to eat? do you not go out? You just do not know your new work environment, but, after one day of paying attention to see what is what, by the next day, you are comfortable enough and start to settle in.
Now think how the group already there feels. A new person is showing up and if you are a bummer they are all stuck with you. Which put all of you on the same playing field, you have a leg up cuz you can always quit and go to another job offer if you so choose.
I am great at getting everyone to talk to each other. Get them to realize everyone at a workplace is human. I do not play favorites. I treat everyone the same. I stay calm even when being yelled at by Joe Public for a 10 cents Library fine. LOLL People are funny about Library fines :D
I am just myself and they can see that I care. Its good to find things you are great at.
I have always worked on understanding what a situation night deliver, to determine what might happen and various versions of it, and then prepared myself with various (possible) ways to work with them or around them. It seems to have worked. So, I guess then, that preparation could be another thing added to the list above. I said there were many more in the post.
I guess I thought you implied that or your character does. I do not think you would willingly go to a customer and not know what you are selling or having found out what you can about said, soon-to-be new customer.
You do not take me as ever being unprepared :D
Lol, yeah me and unpreparedness don't mix so well. 🤣
HAAAAAAAAAAAAAAAAAAAAAAAAAAAA!
Yeah I do not see that happening :D and if someone surprised you other then your wife I will meet you for a drink after the place is cleared :D
Haha, indeed and well said.
Hmm I am actually curious.. Given your industry (transport), is there any impact from the high oil prices at the moment? Would it be better if oil prices are lower, or it does not matter?
The price of diesel has a huge impact and the cost of transport and the cost of moving things has risen exponentially which means the cost of products and services has also. We charge a fuel levy as do all truck companies but we're not at 48% over rate like some. It fluctuates monthly with the average price of diesel over the previous month.
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That's it! I wanna be a G-dog when I grow up. I imagine you going through the doors and to the receptionists with a rifle and loading the chamber once you get a bad reply, just for dramatic effect. I think people often live with this idea of not being enough for their jobs but then you read experiences like this and you get the other idea. A lot of the skills are workable and you get to the point where all works.
Failure is still a big part of the process and we need to make peace with the idea that something might go wrong and will need fixing, detours or else. 6 accounts is a swoop (ignoring all the prep work here) sounds fantastic. I might take some of these explanations around here as advice to deal will potential clients and see what happens.
I've spent years building skills through experience, research and instruction and attribute a lot of my success to my, be an information sponge, ethos.
All I do is apply some of those skills, and rather than leaving things to chance I plan and strategise to ensure the best chance of success. Winning these accounts isn't a one-appointment thing of course, however the initial meet and greet is critical to the next step, if it happens or not.
It goes well with your motto of not living by chance and planing your life.
I apply some strategy to life and freestyle also...the balance is nice.
Sure, it isn't like you can plan for everything in life. There's always something that goes south when you least expect it.
I always feel a little awkward walking into a gathering of people I don't know, needing to mix with.
I spend a good amount of time listening to them, evaluating them and circulating enough to be able to see where my conversation should go. I'm just not confident enough to start up the conversation without a bit of background.
I like the way you manage your accounts!
I do too, feel awkward I mean. People think I'm ok with it, the people-aspect of my job but it's one of the hardest things I have to do in my job or personally for that matter. I am a very shy person really, but when working I play a role because that's what I get paid for. In my personal life I keep largely to myself. I'm ok with it.
I've never wanted to be in sales, but I have worked around high powered sales folks and you really need to be confident in yourself to do cold calls. Most of the younger sales generation have looked for ways to try to avoid it and look at it as "old school" kind of, but the sales folks that I know that cut their sales teeth on doing just that, now have all that experience behind them and keep doing it and they are indeed on top for a reason.
Do your ears burn daily as the folks that hired you talk about you in their offices and congratulate themselves for making such a good hire??? LOL !!!!
Obviously you hit the ground running..... just like you said you would do.
Here's your gold star for doing such a fine job.
⭐️
I'd lick it and stick it on your forehead, but I can't reach that far. 😂
Lol, lick and stick gold stars huh? Ok, well I prefer commissions, but what the hell, it's just as good huh? 🤣
Yes, I'm sure someone is sitting around celebrating their amazing foresight and judge of character at on-boarding me and will probably receive some sort of bonus because of it. I don't mind, I know what I do is a product of myself and I don't need accolades. I'm ok with some salary + commissions.
And also yes, the younger generation of folk seem to think a few connections on LinkedIn makes for great business success...I say, nope.
ha ha Gold Stars.... like elementary school. Sometimes they go on charts to show someone did good, sometimes on your forehead. It was the ultimate ! I don't think that ever happened in my classes, but it did happen ! It was a hundred years ago ! What can I say? I didn't realize I made that one sentence so big on my comment....LOL !!
Big text for a big gold bloody star comment! 🤣
...because YOU deserve it ! 😆
Lol, I'll take it. (Didn't get any at school.)