My Client Week – Part 3 of 3: “Do It Now!”

by Charles Bernard

Well, after a four day road trip away from the office, you would expect me to be doing paperwork, catching up, checking in with my employees, etc., but “nooo!”  There was some selling to do.  My initial inclination was to write that week off as a client delivery week.  Selling would essentially have been put on hold.

So, there I found myself, on a business-casual Friday, making a phone call first thing to a hot prospect.  This is a deal that we had been working on for months, and it would have been just as easy for me to work on it Monday.  Good job I didn’t. 

Not only was this the right call, but the client scheduled a follow up meeting with the other decision-making executives in the firm, including the CEO.  Had I not have called Friday, there would have been a good chance the meeting would have been pushed out for another two weeks.  One of the executives was going to be away on Monday for his summer vacation, and we wouldn’t have scheduled our presentation before he left.

What is the moral of this story?  As my father used to say when I was growing up, “Do it now!”