Prospects are not always the easiest group to find. Why? Because it takes hard work to do the proper research to find them. It’s work finding the kind of prospects you would want to work with and would want to work with you. So I always remind myself and everyone around me that they are people first, prospect second and customers is the end result of careful and honest interactions with them. Transparency in any relationship is key. Never lie to get a shot at work, or a job. You will always be “found out” if you lie to anyone for any reason. Plus it shows you lack character. Who would want to work with someone who has a bad character? No one in his/her right mind.
What do I mean by “prospects are people first”? That’s simple really. They have a life outside of their place of employment. They may be an estimator, Project Manager, Vice President, CEO, President, File Clerk, Administrative Assistant, Shipping/Receiving Manager, or any other profession. They could also be mountain climbers, drag racers, NASCAR fans, love gardening, maybe poker is their game. Get to know one another so the trust factor can be build honestly. Not fake, not because you have to, but because you want to. Everyone deserves respect, no matter who they are, what they do, or how they may treat us.
Everyone has likes, dislikes, hobbies, families, or whatever. They are people first and foremost. Treat prospects and customers like they are people first. We have to always keep in mind that they want to know what’s in it for them if they work with us. Well, I know I’m biased and so do you. I’ll just say it, we are the best process pipe fabricators anywhere. For a multitude of reasons. (And in my next few posts I’ll explain what I mean more clearly.)
I’m judged by the character I have, so are you. All I am is what I chose to be. Everything is based on choices the way I see it. I have the choice to ask you to work with us or not. You have the choice to work with us or not. We have to find a mutual benefit for working together or what’s the point?
We want YOU to get a promotion because we helped you get the job done on time and under budget. We want YOU to get that promotion you’ve been working for. We want YOU to get as much out of working with us as we get out of working for you. We know you have goals and dreams for yourself and/or your company. We get that and understand that, as well as keep that in mind as we build our relationship of trust with you. It’s a two way street, we both have a lot at stake working with one another. We have a reputation to uphold and so do you. We have a business to run and so do you.
Oh, another thing, fabricators are people first too. We’re not a commodity and don’t supply commodity items.
We all need to show respect, honor, understanding and empathy, even a sense of urgency to one another when it’s due. Now that doesn’t mean you can’t hold our feet to the fire to produce what we said we would, by no means. However, it also means we can hold your feet to the fire when you don’t perform in the manner you committed to us. It works both ways, a two way street, a partnership. That’s how we can make your project shine enough to get that next job, promotion or raise you’ve been working so hard to get. Neither of us is a “commodity” and we can’t treat one another as though we are. We’re both people and deserve to be treated like a person first.
We all work to make a living, but we can make “making a living” much more enjoyable working together. We can accomplish greater things working together than working against one another or not even working together at all.