Good Shoes Story

I started off another blog entry with this bit of advice from my dad:

"When you are in sales son, you always want to make sure you have three things:
1. a good pair of shoes and make sure they are shined
2. a good pen
3. a good watch
These three things will give you credibility that you have some sales success and if your customer believes that, they are more likely to listen to what you have to say and ultimately buy from you."
To read the rest of that story click here:
have-good-pair-of-shoes

Here is a one of my favorite stories on how having the right pair of shoes paid off for me.

I was about 25 and selling recruitment radio advertising. I called on the district manager for MetLife,  a gentleman named Scott. Since it was an insurance company I was going to I figured to was going to be a more conservative company and office setting.
Being a younger salesman, and wanting to make a good impression, I made sure I wore my best suit and everything was clean and pressed (I always did but I made double sure this time).
I knew that if Scott was the district manager for MetLife he must be good in sales.
My dad's advice rang loudly in my head.
Even though my clothes weren't top of the line since I was new to sales and not pulling in six figure commissions, I wasn't going to let Scott dismiss me because I got the basics for being a salesperson wrong. I shined up my Allen Edmonds wingtips and went to the appointment.

Getting to the MetLife office confirmed my good idea of being ready to impress.
Stepping off the elevator at the top floor corner office I was met by Scott.
First thing he did was look at my shoes.
He didn't see a cheap pair of dress shoes.
He saw a young salesman who was serious about his career.
He raised his eyes to mine, said hello, stuck his hand out to shake and we began the meeting.

He didn't buy any radio commercials that day, however he gave me 45 minutes of his time.
As he walked me to the elevator he paid me the compliment of being a good young salesman. He said he could tell that because of my shoes and that I took the time to shine them.
He said if I hadn't shined them he wouldn't have met with me.

I'm glad to say soon after Scott did become a client for many years. He is someone whose advice has been solid for me when it comes to sales and I appreciate what he told me that day.
When I see him I remind him of this story...because he still looks at my shoes!

Thanks dad once again for the advice!
Ev
A Heck of A Nice Guy