You think you have problems.

Recently, I was attending a proposal meeting listening to a potential vendor. I enjoy client meetings, but after 2 hours of changes to the Hot Buttons and Assumptions, I was more than ready to go.  I quickly scooped up my papers and headed for the nearest elevator.  

As the elevator went from the 11th floor to the bottom, I silently witnessed an all too familiar conversation.  It went like this:

“Hi, Mr. Turner, my name is Nick.  Did you get my text message?”  Mr. Turner, looked at Nick with a long pause.

“No, I have no clue who you are,” Mr. Turner responded.  Again, silence.  The bell sounded, the door opended and Mr. Turner, exited quickly. Nick looked at me with an expression of, “what just happened.”

What happens to you? You practice, practice and then blow an opportunity.  Text message? You are trying to introduce yourself with a text message?  You really should not do that.  

If you want to meet and influence a new customer, try not to use your text.  But if you have their ear, bend it.  You keep their attention by quickly explaining what you do and your unique selling proposition. Address very quickly, why you, your business and STOP before you wreck yourself.  You want to read them to see if they are paying attention, and if they are not, then simply stop and do what they did, but before they have the chance.  You need to exit on the first available floor coming up whether you want to or not.  

To harsh? Then next time, maybe just slide your business card without words and wait for them to say something, but do not ask them if they received your text.  To this point, they have no idea who you are, so they can’t refer to your text.  Which one was your text, right?

Let’s flip this.  How would you feel if someone approached you after a meeting in which you just received the news that you lost a huge contract, that you really needed?   In fact, you did everything possible to win, but another vendor squeezed you out.  You were finally able to compose yourself and head to the elevator, unsure of what your next steps should be short of screeming because you expended all your resources to WIN. Then, you safely get on the elevator and just try and hold it all together.  And you do, successfully until some slick son-of-a-gun asks if you if received their text message.  How would you feel?

If your shoes fit well when shaping your pitch, be careful when deciding how to wear them.