Back in the Day...

Being an old guy, I recall growing up when the dinosaurs roamed the earth, living in caves and going to school where the teachers didn't count your homework scores, only your quiz and test scores. Homework was for getting you ready to take the test or quiz. Today, at most schools, homework is a huge part of your grade, meaning you can be a miserable student on tests, but if you do all your homework, you're at least a "C" student. Not fair (at least that's how cavemen like me feel about it).

Today, technology does the same for us. We can sell a product and be able to answer questions and give information to a customer in a matter of seconds by downloading it. We can turn to our PDAs and view a video or research an article that will help us.

So, we don't have to have super-sized brains or years of technical training to represent the products we sell, because it's all at our fingertips.

Today, there's no good excuse for failing school or being a failing dealer or salesperson.

Barry LaBov
LaBov & Beyond
www.labov.com
LaBov Sales Channel
PB&J Newsletter

Two Different Clients and Results

I've known many, many clients over the years and have gotten to be friends with numerous entrepreneurs, too. There are two different client prototypes I've observed that yield extremely different results and relationships.

One type is the "distant client." This client gives little support, is wary, and feels their job is keeping you on your toes. They openly boast they'll work with other companies like yours, they'll expect the lowest price and even if the project is a success, they'll be understated about it--they're not the type to praise good work or give you a big hug.

The other client is the "open book" client. They tell you everything they know in hopes of getting a good product from you--they may even share budget expectations, which can be great. They tend to give you room to create and are looking to make the experience a pleasure.

Of course, I prefer the "open book" client, who wouldn't? To be fair, the "distant client" can be very effective if they are negotiating commodity products. They will be the tough guys that get that widget at a low price ahead of schedule. But they're not inspirational or trusting, so that will affect the performance and results of suppliers that are creating unique things or ideas for them.

When it comes to buying a commodity, the "distant client" can drive a tough bargain. When it comes to needing expertise and something unique, the "open book" client can inspire a great result.

Barry LaBov
LaBov & Beyond
www.labov.com
LaBov Sales Channel
PB&J Newsletter

Motorcycles in the Rain

I was nervous and excited. I had never ridden a motorcycle before, but was determined to learn how. So, I enrolled in a course and took classroom as well as actual riding instruction. At the end of the course, I was to be tested, both in the classroom (a written test) and on the course (a skills test). It was pass/fail. The last day, they handed me the written test and I passed. Then it was time for the riding test...and all of a sudden, we had a torrential downpour. I thought, surely the class will be postponed or canceled. Nope. The instructor said, "Put on your rain gear, let's go ridin'."

In that downpour, I learned something: you can actually ride a bike in the rain and the wind. While I will never wish for bad weather, I will never fear riding in the rain (as long as I do it safely, of course) again.

I applied this to our clients' businesses and my business. We've long feared a recession or economic depression (I grew up hearing my dad talk about the Great Depression) and well, now we're experiencing a pretty tough one. But we know now that we can make it through and that we'll be better for it. No more fearing a recession, we've been there, done that.

If your business is healthy during these conditions, you've passed the test.


Barry LaBov
LaBov & Beyond
www.labov.com
LaBov Sales Channel
PB&J Newsletter