Recently, I was dropping off donuts at a local business in San Antonio, and the receptionist/office manager told me that nobody there liked donuts. This struck me as a strange response, as it was hard to imagine that there wasn’t at least someone in the office who might enjoy a treat from Dunkin’ Donuts. After thinking about her response for a few seconds, it dawned on me that the situation was probably about trying to resist my rapport-building attempt.
The Distrust of Salespeople
The truth is that many people strongly dislike or distrust salespeople in general and often put up their guard to resist rapport-building attempts, so they won’t feel obligated to reciprocate. Just the other day, another business emailed me saying they were going to return the gift I had dropped off. I realized that this was probably the exact same issue. In fact, it might not just be resisting rapport building; some might even see dropping off gifts as an attempt to buy their business or as a bribe.
Changing Perceptions
You might be wondering what happened with the office manager who refused the donuts. After realizing that she might feel I was trying to bribe her and resist my attempt to build rapport, I decided to let her know that I had spoken with the partners, and they had told me their specific needs and the problems the firm was facing. They were in a pickle, caught between an IT rock and a hard place. I told her I thought I might have an alternative solution that could save the day. Suddenly, her demeanor changed, and I could tell she didn’t see me as a sleazy ‘salesman’ anymore. I had shown that I actually cared about the company more than just wanting to sell some IT stuff. After this happened, she gladly accepted the donuts and admitted they liked them.
The Lesson Learned
The lesson here is that not all gifts are attempts to buy a relationship with you. When evaluating Manged IT Services providers, ask yourself if you ‘feel’ they actually care about your firm’s needs. If so, then accept the gifts. When it comes to my gifts, they are only designed to get your attention or stay top of mind in your buying process. Never do I attempt to bribe and expect you to buy from me just because of gifts.
Conclusion: Building Genuine Relationships
In conclusion, while it’s natural to be wary of sales tactics, it’s important to recognize when an IT provider genuinely cares about your business needs. Building rapport isn’t just about making a sale; it’s about establishing a relationship based on trust and understanding. So, the next time an IT company reaches out with a gesture of goodwill, consider the intent behind it. Genuine care and a commitment to solving your problems can make all the difference.
Article by David Walter