“You can have everything in life you want if you will just help enough other people get what they want”. Zig Ziglar
I read this quote in the Spring of 2004. At that time I had begun seriously thinking of leaving my job and starting a company in wireless. I had seen the opportunity in wireless, saw the flaws in working with one carrier, and wanted to provide services with all of the carriers. This was by no means a fully formed business plan. So, I left my job anyway, started Wojcik Communications and hoped if I just worked hard & long enough I would figure out how and what exactly to provide.
Wojcik Communications in its current form (and still evolving) has come from hundreds of conversations with our clients expressing what they want.
This is what we have learned:
1.) Your client will always tell you what they are looking for, you just have to stop thinking and start to listen. Everyone says they listen, but usually you are listening to talk. Initially, we had tons of meetings and kept getting a “NO” not because of who we were but what we offered. It simply didn’t fit their need. It took months of this same rejection before we truly listened to why.
2.) If you find a way to get past that repeated “NO” reach back out to a respected prospect and walk them through your idea. We did this at no cost with the president of a $100 per year company. We presented our idea, and asked for all the reasons he would say “NO”. We then asked what would he change in billing, presentation, and offering that would make it an easy “YES” decision. That conversation in early 2005 changed the trajectory of our business.
3.)Don’t lose business just because a client isn’t comfortable with some part of your process. If you have the power to adjust contract terms, wording or anything that is not essential, do it.
4.) Constantly ask if there is anything else you could be doing, and shut up and listen.
We have been lucky in the 16 plus years to work with some amazing companies and people. We continue to adjust to the changing needs of our clients and listen to what it is they want. For the clients that may be reading this, thank you. Many of you have unknowingly been mentors this entire time.