How Paying Attention Netted me a $127,000 Contract!
In 2000, I was one among many trainers competing for a six figure sales training contract with a South Florida software company who was dissatisfied with their outbound telemarketing sales results from the prior two financial periods.
Mrs. Jimenez, the gatekeeper, whose contact information was e-mailed to the other 19 trainers and me, invited to bid on this sizable training assignment, was very matter of fact during our first phone conversation, as would only be expected.
During our conversational exchange I detected a real sense of stress in her voice so I asked if she would prefer that I call her back at a later, less busy time.
“No”, she said and continued with, “I just received some distressing new about my husband’s job and I’m a little distracted, now and I apologize to you.” I empathized with her and offered to help, commenting I had local contacts I’d be glad to call, on his behalf.
Her husband, a mid-level bi-lingual manager, who had been employed for 18 years with a large OEM tool distributor in Miami, just received his pink slip. This was a complete surprise since his recent job performance report awarded him a 5 of 5 stars ratings.
Getting this news, without any prior warning, was cruel and unusual punishment, especially for a loyal employee with an 18 year one-company employment history!
When I inquired further about his job title, responsibilities, bi-lingual skills and whether he was interested in seeking employment since he was already close to retirement, she affirmed my suspicions that his salary loss, at this time, would be ‘catastrophic’.
I made no promises but I ended the call on a pleasant note.
The next day, I made six calls to local friends, associates and past training clients. One of them ‘knew of a plastics manufacturer just a few miles up the road who was adding an export sales department.”
Aha, wasn’t Jimenez bi-lingual? My friend agreed to immediately seek more information. He called his contact at the plastics manufacturer who told him, “Yes, we’d like to interview a bi-lingual person, as soon as possible, since we have no one on staff and we have bushels of export inquiries which need translation.”
Shortly after, I called Mrs. Jimenez and gave her the details and contact information. I can’t begin to describe, in words, her surprise and jubilation. Surprise, that a stranger would make the effort to help and jubilation with my instant results. She asked, if I’d mind calling her husband at home that evening which I agreed to do.
When I hung up the phone that evening, I can’t begin to tell you the feeling of personal satisfaction I enjoyed as a result of making a few phone calls which resulted in something positive happening even though I had no idea whether a job offer would result.
In Paul Harvey’s lingo, the rest of the story is: Jimenez interviewed well and was hired, part-time, which became full-time 22 days after his first interview.
As a result Mrs. Jimenez became my inside scout at the software company. When I asked her who the power broker was on the Training Review Committee and if I should be aware of any past good or bad history with contracted trainers, she gave me the competitive intelligence I needed to make ‘the convincing presentation’.
Talk about a win-win opportunity.
The Lesson: Pay attention! You just never know where it will lead.
PS When I visit Miami I always have an open invitation for dinner.
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