Mañana Man Has Axe to Grind —DeWese
Make sure you've got something that you can leave behind. The buyers will at least know that you care and that you show up. Sooner or later they will remember you and your company favorably.
When you finally land some new business, you should show up at least five times in person and by phone for the duration of that job. This is a great opportunity to begin to build a relationship with a new account. Find something to deliver, even if there's nothing to deliver. Find something to tell them, even if there's nothing to tell.
I know I've been on a soapbox, but showin' up is near and dear to me. As limited and challenged as I am, when I have nothing else going for me, showin' up has saved my bacon.
I'm still mad about Axl Rose stiffing thousands of loyal fans at $70 to $300 a pop.
I've shown up for this column every month for more than 18 years. I've shown up, believe it or not, when I couldn't think of a topic, had nothing to say and couldn't even write anything that was funny. But dammit, I showed up.
Now you show up and get out there and sell something!
P.S. I spoke at the recent NPES Print Outlook conference and heard a printing company CEO talk about his company's success. During his presentation he said, "I've always taken the Mañana Man's advice because I get out there and sell something."
This is a guy who shows up.
About the Author
Harris DeWese is the author of Now Get Out There and Sell Something!, published by Nonpareil Books. He is a principal at Compass Capital Partners and is an author of the annual "Compass Report," the definitive source of information regarding printing industry M&A activity. DeWese specializes in investment banking, mergers and acquisitions, sales, marketing, planning and management services to printing companies.