Business to Business

Just as with any business, an important aspect of what I do is sales.  And as a part of what I do to market my business every day, I make cold-calls.  In some weeks, I may place as many as 500 cold calls to a wide-variety of businesses.  I prefer to operate in this “business to business” environment, because it is what I have known for the majority of my life.  Yet, there is one thing about this B2B relationship that baffles me.

Isn’t there a mutual respect accorded among  business people?  When I call you to offer what I clearly feel is a valuable solution to help you grow your business; I am doing so in a manner of the utmost professionalism.  Yet I am often met with rudeness.  Granted, it is often a  person who is of the opinion  that  a website would be a waste of time and money.  But even still, is there not a more professional and cordial way to handle this situation?  When a potential customer calls and asks for a product that you do not offer, do you tell them they are stupid for asking?  Or if you are backlogged with work for several weeks, do you tell a caller to quit wasting your time because you do not need their business?  Of course you don’t.  So why  treat a fellow business owner in that way simply because you may think you are not interested in the service they have to offer?

I understand that a cold solicitation is an interruption and sometimes a distraction. But simply asking for a 2 minute explanation to understand what the call is all about is preferable to rudeness. Even if we put professionalism aside for a moment, how about doing what makes good business sense?  What if I am, in addition to being a website developer who is cold-calling your business, also a potential customer?  What if I am presently in need of the products or service that you offer, and you choose to treat me with disrespect?  And moreover, if I am insulted by the way you treat me, does it not stand to reason that I might tell other friends, family, and associates that they should not patronize your business?  What kind of impact could that have on your bottom-line?

I am never dishonest, but there are some times when I truly am a potential customer of a business I am calling.  And I make it a habit to always endeavor to do business with people who do business with me.  So when the opportunity presents itself to tell the business owner that I am also a potential customer, I often times hear the very tone of their voice change.  I guess it is just sad but true that a business owner might react so quickly, without thinking, until they are presented with the possibility that there might be some immediate business on the other end of the phone.

So perhaps, in the end, there is a very basic lesson to learn in all of this.  In the spirit of the writing, “everything I need to know I learned in kindergarten,” we should ask ourselves, “can’t we all just play nice?”  Having an effective online presence  is, after all, a wise business practice and so is demonstrating a respectful degree of professionalism.

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Published in: on September 19, 2008 at 11:27 PM  Comments (2)  
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POTW chosen for National Directory

Commensurate with the publishing of his book, “Website 411 – Business Survival in an Internet Economy,” author Thomas M. Elliott has also launched his National Directory of Web Solution Providers, for which Power On The Web has been chosen for inclusion as a respected website developer in the Pittsburgh Metropolitan Area.

Tom has been developing websites and working in the internet marketing, e-commerce, and search engine optimization fields for several years, and the publishing of his book (available at http://www.website411book.com) is only the latest example of his committment to educating today’s business owner on the power of the internet and the value of web presence and internet marketing. To anyone considering the impact a website and internet marketing can have on their business, Website 411 is a must read.

Along with the publishing of the book, Tom has also launched the Website411 book Website. Included in this website is not only access to purchase your own copy of Website 411, but also numerous special features – some available only to those that purchase the e-book version – as well as the National Directory of Website Solution Providers. POTW is proud to announce that we have been chosen for inclusion in the directory.

Published in: on January 5, 2008 at 5:15 AM  Comments (1)  
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