The Silver Surfer
Saturday, July 11, 2009 at 10:49PM While working for a Ziff-Davis company I had a collection of super hero action figures. The Sales force would often introduce me to clients to help close the million dollar deals, but I was always told to hide the action figures. One time I was so busy that I forgot this vital, or at least I thought, key to winning over clients...Hide the toys. The Account Executive upon seeing the action figure cringed. I met briefly with the clients told them how cool our product was and they were escorted away from my cubical, all except one. He, the CEO of a major computer company, stayed back and picking up the Silver Surfer asked, "Where did you find him, I have searched all over..."
Needless to say another sale was successfully closed.
Transparency is often more than just having the company out in the open. It is the employees as well. Who would have known that a CEO of a tech company back in the late 80s would be interested in super hero action figures. Now that I think about it, of course he would. One of the reasons the Account Executives took me on sales calls or introduced me to thier clients to close the deal was I spoke geek. I could relate to the client on a personal level.
Perhaps there is that someone in your company that relates to your potential clients better than you. Don't hide him, let him sell for you.
Reader Comments (1)
I love it! Do you still have your action figures? I have boxes full of them, and I rotate them to and from my desk. Each one reminds me of a trait that I'd like to see in myself - whether it is bravery, intelligence, perseverance or just the ability to take advantage of an opening when one presents itself. I'd love for your Silver Surfer to be introduced to my Tomb Raider!