Listen to me. “There are no failures. Just experiences and your reactions to them.” ~ Tom Krause.
I work in a world filled with “no’s”. A very competitive and sometimes unforgiving world. Loyalty is very hard to come by. Rejection is just around the corner.
*** Before I go any further, I have to clarify that I have a bunch of class act customers. This post is not directed at any one person or any one company. ***
I have worked in the industry for close to twenty years. Both sides of the wall. I have been the purchaser and decision maker and now I’m the supplier. I can be my customer’s silent partner and best ally. I can help them make decisions that increase their sales and profits, I can help them see when they’re going down the wrong path. My experience is valuable, and has no price. My friendship and loyalty to them is priceless. When I find a mission I stick to it. I see it through. I quit for nothing. I quit for no one.
My product is nationally recognized as the best in the industry. Test after test proves this point. Time after time. My company’s service level is ions above our closest competitor.
And even with all this, my world is no different from that of any other in my shoes. I still have to sell myself and my company with every call I make. “How much is…” seems to be what everyone wants to know. “What will it cost me?”
Our competitors have done a tremendous job in the market. A tremendous job in convincing the customer that they need to purchase by price alone. They have very little to offer so they fall on price. Their idea of helping a customer make money is to help them spend less.
My idea of helping a customer make money is to help them sell more.
When you purchase my product you get me. Inside every box, inside every bag, inside every container… there’s a little bit of me. This is the premium you pay for. I insist and stick to the notion that “it’s not what you pay, it’s what you get.” And what you get with me is plenty.
So what does all this have to do with failures?
I hear 99 (estimated) “no’s” before I hear a “yes”. If I were to quit and give up, I would never get to that “yes”. I take every “no” and I learn from it. “What are they trying to tell me?”, “what haven’t I explained?”
In my world, a “no, thank you” simply means: “I haven’t heard enough”.
Failure IS a scary thing. But only if you fail to learn from the lesson taught. I take each as an opportunity to grow. So should you.
(On a later post, I will share with you how I have applied these professional lessons to my personal life).