What is attitude?
Dictionary.com says this about attitude;
manner, disposition, feeling, position, etc., with regard to a person or thing; tendency or orientation, especially of the mind:
position or posture of the body appropriate to or expressive of an action, emotion, etc.:
the way a person views something or tends to behave towards it, often in an evaluative way
a position of the body indicating mood or emotion
If we take the time to think over what these words are saying, and sometimes that’s hard to do. We have been known to read over things so fast and without thought that we don’t ever see the trees because all we see is the forest, and think we’ve got it.
Not every customer is the same, one size fits all doesn’t work. Really, it never did. Not every prospect is the same. I know there are many books on the market about “finding their pain”, ” use these scripts”, or whatever else may be in the book stores. It’s all B@#!&hit. That stuff doesn’t work. It’s a gimmick. It’s teaching people to lie, mostly to themselves. No one can do it for you or me. We have to come up with a compelling story about who we represent, what we do, and why we do it. Then ask the proper questions to see if we can help our customer/prospect accomplish what they do.
I’ve heard more times than I can count, “if I ask them that they’ll think I’m/we’re stupid”. WRONG!!!! Questions are a form of directing the conversation. We can direct our questions to get to the real issues of why our companies aren’t already working together. We’re equals, no matter what title goes behind our name. In order to stay in business and meet our goals both of us have to grow and expand. My/Our job is to see if we can find ways to accomplish that for both of us. If you know what you’re offering others, in other words, if you know you’re business, this becomes much easier.
I have an answer to my prospects most important question. What do you do? 4 words that could take a lifetime to answer. WRONG! I’ve worked on that answer, bringing it down to the least number of words and using it for all our marketing. It takes me less than 10 seconds to give that answer and it’s the truth and not some “fake” or contrived answer. The answer I’ve come up with is honest, concise, truthful, short, and to the point.
What do we do?
Fabricate process pipe and the structural steel that supports it.