“Thanks Mrs. ‘G’! ”

By Mark Matteson

There is a Ferris Bueller’s in every High School across America. He is the go to guy, the person that knows people and can get things done. Everyone looks to that person for advice, suggestions, and direction. He or she is a leader. In short a “Connector”. That is what Malcolm Gladwell calls them in his best selling book “The Tipping Point”.

Making friends with a connector is good for business. The second business I owned at age 22 was a Chimney Cleaning Service. One crisp September day in Edmonds, Washington, I cleaned the chimney and woodstove for the nicest lady in Edmonds. Let’s call her Mrs. Googamelli (Mrs. ‘G’ for short)

Mrs. G knew everyone in the neighborhood. They liked and trusted her. Like Ferris, they followed her lead. As I was writing up the invoice, she said, “You’re a very nice young man. I liked the way offered more service than I paid you for. Those branches and debris you cleaned off my roof; that was nice. You left things better than you found it. You will do very well in this business of yours.” Then she smiled. The grandmother I never had.

“So you’re happy,” I said paraphrasing the emotions I saw. “Oh my, yes,” she replied nodding her head. “Would you like some more coffee?” (This was B.S., Before Starbucks) She handed me some Folgers that looked like someone dipped a brown crayon in water for about 10 seconds. The answer to the coffee question I later learned in life is ALWAYS ‘Yes please.’

“As long as you’re this happy, can you introduce me to any of your neighbors. I had just read that in a sales book and thought I would give a try. “Heavens, yes; Come with me,” she said, grabbing my hand like a mother might do to a four year old. She led me across the street. She rang the doorbell and called out a name, “Margaret, its Henrietta…”

A woman in her early 70’s opened the door. Her face lit up like a Christmas tree when she saw Mrs. G. “Margaret, this is Mark. He is a nice young man. As you can see from his top hat and tails, he is a chimney sweep. He just cleaned my wood stove and did a wonderful job. His inspections are FREE. You can trust him; he is an honest hard working young man.”

As I turned to thank her for the referral she said, “Be sure and come see me before you leave, there are some other people I want you to meet.”

That day I never left the cul-de-sac. I cleaned eight chimneys in all that day, best day I ever had up to that point in my short business life. I never forgot the lesson.

If you have done a good job for your customer, you have a right to ask for more business; either from them or someone they know! If they like you they will help you. But you have got to ask.

One of the things that made Mathew Broderick’s character so charming was he had no fear, no inhibitions. He had chutzpah. He was a connector. Do you have any happy customers who happen to be connectors? If you are not afraid to ask for referrals, they may keep you busy for quite a while. Warm calls are much better than cold ones. Now let’s go borrow your father’s car!

Unassertive Sales People have skinny kids!

Zig Ziglar

Ugly Dog Publishing - Copyright 2005

Mark Matteson Toll Free 877.672.2001

Fax 425.745.8981 Email psgmarkm@msn.com

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