A Salute to Persistence

Persistent: tenaciously or obstinately continuing despite problems or difficulties (Encarta Dictionary).

I think persistence could be the single most underrated attribute. Persistence can often make up for deficiencies we have in our characters or skill sets. It’s one of those little things that can go unnoticed, but I bet if you were to analyze most successes under a microscope, you’d probably see persistence in abundance. And I think this would be true of people born with all kinds of natural talent and ability as well as those who have little but manage to “win” nonetheless.

Pick a hat; any hat. Pick an industry; any industry. It doesn’t matter if you want to be a successful teacher, banker, salesman, coach, parent, or spouse – you have to be persistent. If you want well-behaved kids, you can’t enforce the rules just once. You need to persistently uphold the rules and create consequences for when they aren’t obeyed. If you want a healthy marriage that stands the test of time, you and your spouse had better be prepared to work at it – persistently. What if you want to change the culture at your workplace or make some headway for the children participating in your inner-city youth soccer program? You’ve got it… you have to be persistent. Heck, remember the old standby question from high school or college “How’d he get her to go out with him?” More often than not, persistence is probably a factor in the answer.

So, let’s apply my thought process to the sales arena. Obviously, persistence is an important part of making a sale but somewhere along the line, I think persistent sales people have gotten a bad rap. Of course, if you’re persistent in an effort to sell ice to Eskimos, people will probably develop some strong, and not-so-nice, ideas about you as a sales person. But in my mind, that’s less a problem of persistence and more a lack of respect. Most of us don’t feel good about a sale that doesn’t benefit the client just as much as the vendor and, in the case of the pushy sales guy who can’t respect the fact that his prospect doesn’t need his product or service (or has simply said “no” to his sales pitch), I think persistence might be getting thrown under the bus.

As a sales consultant here at Algonquin Studios, I’m always going to be persistent. I’ll be persistent in my attempts to learn about your company; to learn what your pain points are and what you need from your web site or software; to learn what your ideal vendor relationship looks like; and to demonstrate the expertise we’ve developed and can implement for you.

And, I’ll always encourage my sales prospects to be persistent, too – persistent about vetting potential vendors for their experience, capabilities, and a general willingness to share the ins-and-outs of their companies. You should take the time to identify a clear scope of service for your projects and you should share that information with the vendors you’re considering. You should give those vendors time to ask questions about your project and allow their expertise to modify and further develop its final scope. And you should remember that if your persistence is met with reluctance or a lack of disclosure on a vendor’s part, you’ll want to take notice and be careful.

In the end, persistence will help both of us figure out if a relationship between Algonquin Studios and your company is going to be successful. So, I’d like to thank persistence for helping me and my clients get to a good place; the right place.

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Don’t Get Obsessed with the Gizmos

As a part of my initial sale consultant training here at Algonquin Studios, one of the lessons that took the longest to sink in for me had to do with the issue of technology.

Technology, as a whole, can be very intimidating to a lot of us. We’re talking about things that not only perform tasks that seem magical, but it’s also changing faster than Clark Kent in a phone booth. You’re bound to fall behind on the “latest and greatest” advancements and catching up always seems so daunting. But, the truth that took so long for me to grasp is that to help people solve business problems technology is often the least important part of the equation.

I remember the first time I looked at the guts of a toilet. Wait… there’s a rubber ball, a few plastic things, a plug, and some water. Where’s the magic? Where are the computer chips and sensors and wires? There aren’t any and you know what? It doesn’t matter! That toilet still works great, because it does what we need it to do!

What do you need? Why do you need it? How will it help you or your company? What will life be like once the problem is solved?

It doesn’t matter if the client is a marketer, administrator, or IT guru; the questions are still the same and the answers are what’s important. It won’t really matter if the solution is a state of the art, super-duper fancy gizmo or a hamster running around in a wheel; if the solution solves the problem, fits your budget, and is reliable and sustainable then you have a winner – fancy technology or not.

We just finished bringing on a new client that had been badly burned by their previous web vendor. The old vendor was not upfront about their capabilities and offered the client all kinds of high tech “gizmos” that they promised would make their site stand out from the competition. It took a while, but our client eventually figured out that the vendor couldn’t deliver on the goods. Most of the awesome bells and whistles they were promised either didn’t work or didn’t follow best practices, usability standards, or accessibility requirements. When the client came to us, our main goal was listening, so we could really learn what the client’s vision and direction for their web site was; we explained what we would do to address each problem they’d had with their previous vendor, and then we moved forward and got to work on building their new web site. Honestly, talking about the technology we’ll use to complete the site was almost an afterthought. When we’re done, their web site will obviously be functional but, more importantly, it will meet the goals the client outlined and identified as important to them and their business. And they’ll be able to get back to running that business instead of stressing about the site. Our approach when we took the “getting to know you” meeting may not have been about showing off our state-of-the-art technology, but it was the right one.

Obviously, I’m not suggesting that Algonquin Studios lacks technically intelligent and savvy people, products, or solutions. On the contrary, we have incredibly smart people working here, doing some amazingly complex things. But when you sit down with us to see if we’re the right fit for your company and your problem, let’s not worry so much about the technology. When you do, you may end up asking us to build you a space shuttle when what you really need is a bike to get you to and from the corner store. Let’s focus on the problem(s) you’re looking to solve instead. Tell us about why you need what you need – we’ll apply the right technology to the problem and get you where you want to be. And I promise, just like the toilet, it’ll be magic!