The other day I contacted a marketing director looking for help. I was requesting some time to help me understand the ins and outs of the industry they worked in. I was rejected.   I was not surprised by the rejection to meet, but for the reason why. As I mentioned I was requesting time to meet to be educated about their business…my motive was to see if our business model made sense in their industry. The person questioned what my purpose was and I explained. Then we came to the question of what my company did. I explained that customer retention was our area of expertise, at that moment the tone of voice changed and I knew I was done. I had inadvertently hit a nerve. Here is what I find interesting; she instantly said she was not interested and that she does not have the budget or the time to speak with me. She indicated that her IT department was working on something to help with the retention problem. I again explained I had nothing to sell and was just looking for information, but she had shut down. She indicated that retention was a problem and that she was well aware of the issues, that it is something brought up each week in their sales meetings. However, the problem exists because of a lack of resources and time. Without another word, I understood that her industry was the perfect candidate for our services. My hunch had been that the employees were stretched to capacity and that budgets had been slashed and the resources were scarce or non-existent. I learned more from her explanation of why she didn’t need my services or what she thought I had to sell, than I probably would have meeting her face to face. It is surprising to me that when people who are in desperate situations are determined to stay in that position. I have not given up on this lead, I think we can easily assist her organization and provide her additional revenue, reduce her time restraints, reduce the churn rate and increase the retention rates. 

 

As Nike, so elegantly says, “JUST DO IT”.  We, at CLC are here to walk with you and guide you through the other side….to SUCCESS!