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As i was 29 years previous, I started an information technology consulting firm. Our goal was to be able to persuade Fortune 1000 companies to use us to convert their information systems to Microsof company Windows. It was 1991, and there wasn't much Windows programming expertise in the market.

[link widoczny dla zalogowanych] In our first quarter or so I made [link widoczny dla zalogowanych] more compared to 500 cold calls, scheduling only 35 sales meetings. At each of those 35 meetings I seemed to be rejected. Yes, at every single 1.

The frustrating part was which i was selling against Massive Six consulting firms which had never done the whole Windows implementation before. On these sales message or calls, I was competing against men into their 50s, men in suits, men representing companies that were considered "safe. "

And there I was, in my 20s, a total nerd, fresh from Microsoft. I had worked around the Windows engineering team. I had years connected with relevant engineering experience, and my staff had all the more. But the sales prospects chose the competition over us each time.

New Kids on the Block
I kept hearing wishy-washy reasons that explains why they wouldn't buy, such as "I need to check our budget" and "We haven't worked with your firm before. " Actually, [link widoczny dla zalogowanych] what they were genuinely saying was, "You're not in your 50s, you don't have gray hair, you're not with a big, well-known firm, and that makes [link widoczny dla zalogowanych] us all uncomfortable. "
[link widoczny dla zalogowanych]
After the 35th been unsuccessful meeting I told me, enough already! It [link widoczny dla zalogowanych] was time to gauge what I was undertaking wrong. I asked myself: What does my business mean? I knew the solution cold: We delivered the finest quality work possible on time and on budget, we provided outstanding customer care, and we had strong engineering expertise. I had made my brand clear to your earliest tech clients, but now it was time to inform you to their larger counterparts and also prospects in other market sectors.

I decided to come back again and spy on the actual successful guys after my most recent rejection. Positioning my car on the building's entryway, I sank down within my seat and hid behind [link widoczny dla zalogowanych] a newspaper while they walked out. As they passed by means of my car, I lowered [link widoczny dla zalogowanych] the newspapers and stared at these. What did they have i always didn't?

They had glasses. They had wedding bands. They had navy [link widoczny dla zalogowanych] glowing blue suits. Their look said: "Hire us and your brain won't roll. " My look mentioned: "Want fries with that? " Could my income challenge be as trivial as my looks? Could it be that the prospects simply couldn't pass [link widoczny dla zalogowanych] over this [link widoczny dla zalogowanych] stumbling block?

Look the Part
Sitting there in my personal car, I declared [link widoczny dla zalogowanych] this obstacle a stepping stone. I drove to the actual nearest mall and bought a fake wedding band, non-prescription glasses, and a navy violet suit. Voil?! Now my look made prospective customers feel comfortable.

When you're early inside game, trying to make all of it happen, you have to be aware that sometimes you simply have to look the part to feel the part. It's just like declaring victory because you step onto the battlefield.

It's what we do as entrepreneurs: We act it until we are it. I had seen myself to be a [link widoczny dla zalogowanych] dweeby engineer. To take my company to the next level, I had to see myself being a CEO worthy of selling on the Fortune 1000. And I had to back this up while using the right look.

Starting with the first firm that said yes after I seemed the part, we went on to create a client base of 700 of the Fortune 1000. We went back to the companies who'd rejected people earlier and closed deals. When you come throughout stumbling blocks, [link widoczny dla zalogowanych] resolve to turn all of them into stepping stones, whether in sales, financing, or [link widoczny dla zalogowanych] management scenarios.