The Pedestal Group

As many of you know, I have a dog named Fritz.  Fritz is very worldly in the ways of business and periodically weighs in on things.  Today, he wants to discuss the games Fetch and Fetch 2.0 (for lack of a better name).  Most dogs play fetch – you throw the toy, the dog gets it and brings it back.  Not unlike your customers: you put out a product or service, they buy it and then come back for more.

Fritz, on the other hand, plays a different game.  When one throws the toy to Fritz, he goes to it, and then you are suppose to go to him so you can play a little tug, and then he runs away.  The game is then to follow him to the next place where you get to throw it again. Now some would say that Fritz never learned to play the game (or that we are over-indulgent with our dog but we won’t mention that) but I say this game is better and is more like your customers today.

Why is it better?  Well, as the person throwing the toy, I throw the toy, hang out for awhile and then get to throw it again in traditional Fetch.  With Fritz, sometimes I’m throwing, sometimes I’m chasing, sometimes I’m tugging, but I am always interacting with him. And sometimes I go the other way and get in front of him which changes the direction.  I get as much out of it as he does.

Sure there are days I wish he would just play fetch and let me do something else while we play. But the reality is that isn’t his game and he isn’t going to play it.  Neither do my clients.   The best days with my clients are the ones where I get to change the direction and show them something new.  But the days I still get to interact are important too.

So what are you doing with the new game?  Are you still waiting to see if someone will just play fetch?  Or are you ready to join us in playing this new game – and adding to the interaction?

I received an email from someone inquiring about  my services.  There was something about the email that was too direct – too little information – to make me feel comfortable.  I called and got voice mail so I left a message and we played phone tag.  When we finally connected, I did not have a good feeling about him at all.  From the first email there was no attempt to build a relationship, establish a connection or further a discussion.  Looking at the company’s website, it gave the same impression.  Lots of ways to communicate via the web and email, but very little to invite a relationship or establish a connection with people.  I got the sense that candidates are numbers and clients are just a little better than that.  Since this isn’t my type of customer, I didn’t pursue the conversation or try to solidify the deal.  He determined we weren’t a good fit and we went our separate ways.

As a small business owner, walking away from potential business is tough.  There’s always the “what if” game going on in your head.  In the past I have had prospects who worried me regarding follow through or payment and addressed those issues in the proposal (which turned out very well).  But this one just didn’t feel right.  I wasn’t convinced I would enjoy working with this individual nor would I provide him the kind of service he needed – he just wouldn’t get what I was talking about.   So I walked away as professionally as I knew how.

It is very tough to recognize that not everyone is right for one’s services.  But there are some needs that aren’t a fit.  When it doesn’t feel right, the best thing to do is to move on – it is a better solution for both parties.  So don’t be afraid to walk away if it doesn’t feel right.  And if you need someone to tell you that again, give me a call.  I know this is tough!