Back in 1999, I was new to the resume writing industry.
Green – yes!
Ignorant – yes!
Too willing to work with anyone who had a pulse – yes! To be blunt, I was hungry for business during those start-up months.
Like many, I started my business out of my apartment. It was a necessary situation as I had abruptly quit my job amidst ethical issues on the part of my employer. Although I planned to start a business long before my last employment day, I definitely moved up my plans because of my rash decision to leave my job sooner rather than later.
As I mentioned above, I needed new business badly. I’d left my family somewhat financially stranded, and the expense of starting my business (even though it was modest, I guess you could say chewable) needed to be reimbursed quickly.
Anytime I answered the phone, my voice crackled. So, when I received a call from a mechanic for one of the local airlines, I was more fixated on my own issues and focused less on his. I desperately needed the sale, and he scheduled an appointment even though my phone voice and overall presentation were off-kilter.
Gulp!
Let me say before I continue that desperation seems to attract client problems. Others would likely agree. I can attest that most of my client issues have arisen during times of my own financial worry.
Anyway back to my prospect. The prospect was a no-show the first appointment but quickly called to reschedule another.
Since I met prospects at my apartment, it was common for prospects to park in the car lot directly in front of my apartment. The walls were thin so I always heard the prospect’s car arrive and park. The mechanic, however, knocked on my door with no car visible in the front lot (I verified by peeking through the blinds). It threw me, leaving me to wonder if the knocker was my prospect or someone else.
It was my prospect. Upon opening the door, I immediately noticed features I felt looked “off” about him.
Did he walk to see me?
Had he been mugged and was in shock?
He was sweaty and his clothing appeared a bit roughed up. Our initial meeting started out smoothly; therefore, I didn’t spend much time examining and analyzing his initial appearance. Shamefully, I was more concerned about ME … and whether he wished to hire me.
To reiterate, I was in a desperate financial position.
The bump-free start to the initial consult came to an abrupt halt, however, when he started asking me inappropriate questions. Are you married? Are you here by yourself? I learned early on to never tell someone I was alone. In fact, I routinely kept a radio playing in another room so visitors would assume someone else was present in the home.
His final question: Do you have a beer?
Yup, you heard me.
The question caught me so off guard that I giggled from nervousness.
It was a question I’d never prepared for. Even if I’d read a book entitled Two Million Questions Posed by Prospects that You Should Prepare For, I would have never come across that one.
What nerve this person had asking me for a beer. I was truly fearful of this person I’d let into my home. It struck home at that moment of my vulnerability.
The initial consultation progressed rather quickly from that moment. It was wrapped up in a matter of minutes as I continued through my sales pitch, solicited a down payment from the guy, and shuffled him out the door. This man made my heart race with fear and nervousness, and yet, I still maintained my composure in his presence and maintained a professional demeanor even though he deserved a much different response.
Let me remind you that the prospect looked distressed when he arrived. The visual signs were so prominent that they attracted my attention quickly upon opening the door — and my quickness to dismiss those signs was wrong.
Knock, knock.
Ten minutes after my prospect (well, now a client) left, he was back.
Not a person I wished to see again.
Not ever. I feared opening the door.
What did he want?
He obviously wanted something, or he wouldn’t have come back.
To this day, I don’t know what he wanted because I refused to open the door. As he stood on the other side of the door knocking repeatedly, I watched him through the peephole. He looked agitated as his figure shifted left to right.
Imagine my happiness when the client’s check bounced.
Thinking about it now, I still feel I handled the situation appropriately. I did purchase, and kept handy, a container of pepper spray after that day. I also placed my large, very intimidating, black Labrador behind a door that could be easily opened if need be.
Although I couldn’t change policy to deter inappropriate clients, I did become more aware of whom I let into my home by conducting in-depth phone conversations to better understand the person’s career goals, job-search intentions, and so on. Talking at length with prospects also helped me understand a bit more of their character … and dare I say sanity. =]
Teena Rose, Resume to Referral
19-Year Resume Writer/Book Author/Career Strategist
[email protected]
www.resumetoreferral.com
