Awards & Engraving

September '19

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48 • A&E SEPTEMBER 2019 Stephen Capper, along with his wife, Nora, and their daughters, Jami and Toni, owns and oper- ates A-1 Awards, Inc. in India- napolis. He has been associated with the awards and recognition industry since 1958, and has given numerous seminars since 1979. PEOPLE BUY FROM PEOPLE By Stephen L. Capper, CRM Tip: As a follow-up to the last article, I ended up selling the man who told me, "Let's give you a few more years to season yourself." These people have introduced me to many other accounts with their recom- mendation. The tip is that when someone closes the door on your presentation, don't you lock it — in time it may work out. It can be difficult when we face rejection from a prospect, but keep in mind that timing is everything and buyers change, circumstances change, and their present supplier can have a bad day and mess up. The important thing is to think about and stay in contact with potential clients at least occasionally so they know you. One client I have took over 15 years to obtain, but I was persistent. You should be, too, if you know the account is worth the effort and time. FEAR OF THE UNKNOWN How often have you wanted to grow your business but thought you might fail if you tried anything different? I suspect that many of us have a fear of the unknown. However, if nothing new is tried, you might find yourself stuck without growth. So many talented people go to their grave with their song unsung and dreams unfulfilled because they had a fear of failure. We have all heard the saying, "Nothing ventured, nothing gained." Of course, it is also true that most small businesses can afford only a few financial mistakes, so our new venture should be well thought-out and researched. Tip: The true definition of faith in your- self is trying the unknown with confidence that you have researched an idea that has a better chance of success than failure, and the fortitude to attempt a goal without a M any of you know that it was about this time many years ago when I started promoting my business by direct calling and selling over the phone. People didn't know my age or what experience I had; I had to have good answers, and it was a lot of work. However, the experience I received was invaluable and I will forever be grateful for that time and education with the buying public. Tips for the One- or Two- Person Shop: Part 8 Persisting through fear of the unknown

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