Years ago, when earning my Masters, I came across “What to Do If You’re Riding a Dead Horse?” and put it into one of those save files. (The source was unknown.)
1. Buy a stronger whip
2. Change riders.
3. Declare, “This is the way we have always ridden this horse."
4. Appoint a team to revive the horse.
5. Ignore the dead horse. . . . What dead horse?
6. Create a training session to improve your riding skills.
7. Outsource contractors to ride the dead horse.
8. Appoint a committee to study the dead horse.
9. Arrange to visit other sites to see how they ride dead horses.
10. Harness several dead horses together for increased speed.
Native Americans simply answer this question with one word – dismount.
Yet, in business, when we are supposed to actively pursue all qualified prospects because of our commitment to our ethics and customer service, many times we, as sales professionals, business coaches and business owners, continue to ride dead horses. This behavior is very expensive because it wastes our time.
During the last several months, I have had to dismount numerous times even though doing so might be perceived as poor customer service. However, a professional and ethical business sales person should never ride a dead horse.
What continually surprises me is the number of people who call, leave their name, leave their phone, leave the purpose of their call and then when you call back within a couple of hours, they never return the call. For me, many of these calls are from realtors who say that they will get back to you in less than 24 hours. Maybe they should add the clause only if you are a potential prospect!
Then when you catch them in your due diligence of making that contact, they ask you to call back at another time. You understand because everyone is busy and so you call back at the appointed time. Again, you leave another voice mail because they are not there.
The lack ethics is demonstrated by through this incredibly poor professionalism. When I tell someone I will be around to take a call, I am always available because I respect his or her time. Never do I “blow off” the call. If another call interferes with the anticipated call, I end the conversation as quickly, ethically and professionally as possible. If the caller left a voice mail, I immediately return the call before taking any other calls or appointments.
One hears adults talking about the poor work ethics of young people. I believe in some cases that these same adults need to look in the mirror at their own ethics and professionalism.
So take action right now and update your voice mail if you tell people that you return calls in 2, 4 or 24 hours. Your actions of not calling back are much more about your lack of ethics and poor professionalism than the person calling you.
Remembered, how you felt when people wasted your time by not returning you calls or taking your calls when they promised to be available. And more importantly, you never know what that person might say to someone else who just could be your next client.
Poor Ethics Reflect Poor Business Professionalism & Potentially Poor Business Results - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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