A different type of "gate keeper"
Sometimes a great sales lesson is gleaned from the unlikeliest source. I was reading an old article compliments of a tweet from @pamslim, “Pocketful of Doug – Tips on Tipping.” It was a circa 2000 story about a writer’s experiment in getting seated at the busiest of hours at the most prominent restaurants in NYC simply by tipping the maître d.
What I enjoyed about this article was the manner in which the writer overcame nervousness, risk, and the fear of rejection with a sense of adventure over being seated at the most prestigious of restaurants in the most creative of ways.
I read a lot of sales parallels in this story. Salespeople often dread the cold call for fear of rejection, the risk, or their obvious nervousness about looking or sounding stupid. There were not too many differences in the experiences of traditional cold calling and this article about cold tipping. Actually, there were a great deal of similarities. In fact, most successful cold callers find their successes are based on their sense of adventure and their willingness to be creative and take risks. When you read the article you will sense that this writer was simply practicing the art of a cold calling process in a different market.
The conclusions at the end of the article also sounded a great deal like a sales lesson. Take a look and tell me what you think:
Tips on Tipping [Sales Lesson]
1. Go. You’d be surprised what you can get just by showing up. [Get out there and make your calls]
2. Dress appropriately. Your chances improve considerably if you look like you belong. [Look professional]
3. Don’t feel ashamed. They don’t. You shouldn’t. [Embrace the adventure, not the fear]
4. Have the money ready. Prefolded, in thirds or fourths, with the amount showing. [Be prepared–know what you plan on saying]
5. Identify the person who’s in charge, even if you have to ask. [Know who you are calling on]
6. Isolate the person in charge. Ask to speak with that person, if necessary. [Find a way to have a conversation with your targeted contact]
7. Look the person in the eye when you slip him the money. Don’t look at the money. [Be confident, direct, honest]
8. Be specific about what you want. “Do you have a better table?” “Can you speed up my wait?” A good fallback: “This is a really important night for me.” [Be prepared, concise and mindful of their time]
9. Tip the maître d’ on the way out if he turned down the money but still gave you a table. [Thank them for their time]
10. Ask for the maître d’s card as you’re leaving. You are now one of his best customers. [Send a follow-up note]
There are plenty of learning opportunities in life. Practicing the art of sales which, by definition, is really a commitment to building powerful relationships, is an ongoing behavior. This article was a great example of sales lessons practiced, learned, and shared.