I’ve been re-watching Season 4 of Mad Men lately because I am SO excited for Season 5 to start in two weeks! The story line about Lucky Strike firing Sterling Cooper Draper Price reminds me of too many people I know who have relied on just ONE major client to pay the bills.

Why do you do this? Easy – we’re lazy. Well, not really, you’re working hard, and money is coming in the door, so why worry about what’s next?

I am also blown away by the amount of job seekers who are SURE the phone interview they had two weeks ago is going to pan out for them. And hey, maybe it will. But in all likelihood it won’t.  Don’t stop for each potential job or client to pop up and be “the one.” It’s the same for sales, not every meeting is going to turn into closed business, and that’s OK. Not everyone needs or wants what you’re offering right now. The sooner you can understand that as a blessing instead of a curse, the better off you’ll be. Desperation attracts desperation.

Always be networking (not selling, not closing) but make sure that you are out and about in the community, networking WITH your target market (not your friends necessarily) and make sure they know what you do and how you can help them. You may not NEED them right now, but it never hurts to keep those conversations going!

I was meeting with a couple of new employees of a company the other day. Great people, eager to sell better and really wanting the up-sell to work.

So as we discussed strategy they kept asking, “but if they only want THIS, how do I get them to THAT” (That being the slightly more expensive product, but simply a different format).

And I said: you don’t. The last thing you want to do when selling our product or service to someone is to piss them off in the process. I have met my fair share of pushy sales people – and when I first started out I know I was that pushy sales person sometimes. And then I learned to stop being pushy. If they don’t want the product or service you offer, how sad for them! It’s their loss (and yes your sale/commission loss too), but I’d rather they not avoid me at events, and know what I do, than have my product or service and never use it and feel like they were pushed into the sale.

Desperation is a nasty scent; try not to repel people with it.