In search of wow - Slow down
A conversation erupted at a meeting this evening about the coarsening (and cheapening) of business relationships. There was discussion about expectations in the middle of a snowstorm, about foul language and a general impatience everywhere from the parking lot of Wal Mart where people look for the best parking spot to business where one wrong move ends the deal.
I've noticed it. Maybe not as much as my friends. I try to resist it, to slow down and look at the bigger picture when I am examining situations. But it is there.
I received a voice mail today that reflected the change. The sales person sounded like a client I needed to call back on an urgent matter. Her voice was pregnant with importance: "Our organization works on cost control matters and I need you to call me back about some placement opportunities." Placement opportunities? Cost control matters? Which is it? I like to think my reaction was appropriate. I ignored her.
A client was recently telling me about a sales call he received. "I almost have to meet with them or they'll go to my President and ask him why I'm not interested in saving money.," he said. The meeting? It was chocked full of gimmicks: "Total BS," he laughed. But I wonder.
We had another client who met a competitor at a trade show. He reported the conversation to me:
"When am I going to get to save you some money," the competitor asked him as he pulled a calculator from his pocket.
"We're happy where we are," the client responded.
"Let me ask you this?" said the competitor. "How many employees do you have?" he asked with the calculator posed for calculation. "85," said the client.
The competitor worked the calculator keys. "I can probably save you $85,000," the competitor said with a straight face.
My client laughed. "He had to use a calculator to multiply 85 times $1,000?" Come bid time, though, the guy got a shot. He lost but he got his shot.
Seth Godin notices a similar trend in society: The constantly renewing search for wow:
"My fear is that the endless search for wow further coarsens our culture at the same time it encourages marketers to get ever more shallow.That's where the first trend comes in... the artists, idea merchants and marketers that are having the most success are ignoring those that would rubberneck and drive on, focusing instead on cadres of fans that matter. Fans that will give permission, fans that will return tomorrow,fans that will spread the word to others that can also take action."
Read and act.
I've noticed it. Maybe not as much as my friends. I try to resist it, to slow down and look at the bigger picture when I am examining situations. But it is there.
I received a voice mail today that reflected the change. The sales person sounded like a client I needed to call back on an urgent matter. Her voice was pregnant with importance: "Our organization works on cost control matters and I need you to call me back about some placement opportunities." Placement opportunities? Cost control matters? Which is it? I like to think my reaction was appropriate. I ignored her.
A client was recently telling me about a sales call he received. "I almost have to meet with them or they'll go to my President and ask him why I'm not interested in saving money.," he said. The meeting? It was chocked full of gimmicks: "Total BS," he laughed. But I wonder.
We had another client who met a competitor at a trade show. He reported the conversation to me:
"When am I going to get to save you some money," the competitor asked him as he pulled a calculator from his pocket.
"We're happy where we are," the client responded.
"Let me ask you this?" said the competitor. "How many employees do you have?" he asked with the calculator posed for calculation. "85," said the client.
The competitor worked the calculator keys. "I can probably save you $85,000," the competitor said with a straight face.
My client laughed. "He had to use a calculator to multiply 85 times $1,000?" Come bid time, though, the guy got a shot. He lost but he got his shot.
Seth Godin notices a similar trend in society: The constantly renewing search for wow:
"My fear is that the endless search for wow further coarsens our culture at the same time it encourages marketers to get ever more shallow.That's where the first trend comes in... the artists, idea merchants and marketers that are having the most success are ignoring those that would rubberneck and drive on, focusing instead on cadres of fans that matter. Fans that will give permission, fans that will return tomorrow,fans that will spread the word to others that can also take action."
Read and act.
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